Strategic account Lead
Notify me about similar jobsRoche has closed or removed this posting -- see current similar openings below.
About this opportunity
At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.
The Position
Un futuro más saludable. Eso es lo que nos motiva a innovar. Promover continuamente la ciencia y garantizar que todos tengan acceso a la atención médica que necesitan hoy y para las generaciones venideras. Crear un mundo donde todos tengamos más tiempo con las personas que amamos. Eso es lo que nos hace ser Roche.
Como Strategic Account Lead en nuestra división de Diagnostics (DIA), serás el líder responsable de impulsar la estrategia de conquista de cuentas clave y expansión comercial en Chile. Reportando al Commercial Head, liderarás la captura de nuevas oportunidades de mercado frente a la competencia, estructurando planes estratégicos de cliente, maximizando la rentabilidad del portafolio IVD y liderando a tu equipo hacia un alto desempeño comercial en un entorno colaborativo y de pensamiento ágil.
La Opportunidad:
Liderar la estrategia comercial de conquista (Conquer) e identificación activa de cuentas clave de la competencia dentro del mercado diagnóstico.
Diseñar, supervisar y coordinar la ejecución de planes estratégicos de ventas por cliente para alcanzar los objetivos de ingresos, margen de ganancia (profit) y cuota de mercado.
Supervisar el desempeño y desarrollo de sus reportes directos, asegurando el cumplimiento de metas comerciales y la entrega de un servicio de máxima calidad y valor.
Realizar análisis de rentabilidad por cliente y proyectos de comodato, determinando el ROI y colaborando con Finanzas en la elaboración de propuestas económicas para licitaciones y ventas estratégicas.
Fomentar sólidas relaciones públicas e institucionales con clientes clave, asegurando un registro riguroso de oportunidades en el CRM y garantizando el cumplimiento de estándares de calidad, seguridad y normativas internas.
Tu Perfil:
Título profesional en Bioquímica, Tecnología Médica, Ingeniería en Biotecnología o carreras afines a la Salud y Ciencias.
Deseable MBA, Magíster en Ciencias o estudios de postgrado en Negocios.
Experiencia comprobada en roles comerciales estratégicos o de liderazgo en la industria de la salud, dispositivos médicos o IVD (In Vitro Diagnostics).
Nivel de inglés intermedio a avanzado.
Fuertes competencias en análisis de datos, herramientas estadísticas, determinación de ROI y toma de decisiones basada en datos.
Experiencia demostrable en el diseño de planes de venta, análisis competitivo, liderazgo de equipos y marcos de trabajo ágiles
Deseable experiencia comercial a nivel internacional o regional.
Ubicación: Santiago, Chile (Modalidad Híbrida).
La posición no ofrece paquete de relocación.
Who we are
A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.
Let’s build a healthier future, together.
Roche is an Equal Opportunity Employer.
Job details
How this role compares
Computed from every other active Sales role in our database, not just this employer's listings.
We currently track 3662 comparable Sales roles across 181 biopharma companies.
Salary context
895 of 3662 peers report a salary range (USD, annualized)
Peers share this role's job function. This posting doesn't list a seniority level, so peers aren't narrowed by seniority either -- the range below may span more levels than usual.
Where these roles are based
Top locations among the 3662 comparable roles
+ 70 more countries
Seniority mix
1522 of 3662 peers have a known seniority level
Therapeutic area mix
1155 of 3662 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Currently open similar roles
This posting is closed, but here are live openings closest to it -- ranked by similarity, not by how well you'd qualify for them.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
Matched on job function only -- seniority, specialty, and location weren't confirmed as aligned.
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How we calculate "similar"
No black box, no LLM guesswork: a deterministic score built from four normalized attributes. Here's this role's own peer group at different match levels, so you can see the mechanism, not just the result.
Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.