Director, Strategic Customer Solutions & Women's Health

The Opportunity

Mission: Position Roche Diagnostics to capture high-value strategic growth opportunities, win major long-term customer accounts, and drive customer-aligned product pipeline prioritization, with an emphasis on establishing market leadership in Women’s Health across Roche portfolios.

This pivotal role provides strategic marketing leadership to win and expand business within our largest national accounts. The Director of Strategic Customer Solutions & Women’s Health is accountable for bridging commercial, technical, and development capabilities to secure long-term market leadership in high-volume laboratory testing.

The role involves designing and executing comprehensive co-marketing strategies that empower key lab partners to effectively position, brand, and commercialize complete diagnostic solutions to their clinician and institutional clients. The Director will orchestrate end-to-end commercial enablement, pairing specialized sales, technical, scientific, and medical expertise with lab partners to maximize market penetration and accelerate adoption.

A core focus will be translating customer-specific insights and long-range tender/RFP dynamics into actionable product requirements. The position drives the Voice of Customer (VOC) feedback loop into global organization, leading cross-functional workshops to shape Target Product Profiles (TPPs), rigorous business cases, and prioritized pipeline solutions designed explicitly to win transformational commercial opportunities.

Leadership extends across local and global stakeholders—including R&D, Lifecycle Management, Sales, and Medical Affairs—to align pipeline planning with multi-year target account acquisition goals while establishing Roche as the premier strategic partner for large national laboratories.

Job Facts/Key Responsibilities

6-Month Deliverables:

• Conduct in-depth strategic account assessments across top national labs to map key upcoming long-range RFPs and portfolio opportunities.
• Build and deploy co-marketing collateral for lab partner enablement.
• Establish structured Voice of Customer (VOC) feedback channels and lead initial global/affiliate alignment workshops for priority pipeline needs.
• Initiate co-selling frameworks, field ride-alongs, and technical/scientific enablement sessions with target customer commercial teams.

12-Month Deliverables:

• Finalize multi-year Target Product Profiles (TPPs) and ROI-backed business cases for high-priority global pipeline submissions.
• Achieve key account strategic growth and competitive takeaway milestones per the annual Integrated Business Plan.
• Deploy an integrated sales-support model bridging Roche medical/scientific experts with customer-facing field teams.
• Align global lifecycle teams around critical assay, automation, and workflow enhancements needed for multi-year account renewals and tenders.

Ongoing Deliverables:

• Serves as a member of the Molecular Labs Marketing Leadership Team.
• Leads downstream marketing strategy dedicated to driving expansion and retention within top-tier national laboratories.
• Directs the co-creation of customized messaging, market education assets, and self-branded customer collateral to help labs sell diagnostics to their client base.
• Manages and deploys cross-functional expert resources (sales, technical, scientific, medical) to support key account field operations via joint customer calls, ride-alongs, and team coaching.
• Drives long-term account acquisition pipelines by synthesizing VOC insights, developing business cases, and prioritizing customer-centric platform and assay requirements for global development teams.
• Directs the strategic development of account-specific growth strategies within the annual Integrated Business Plan.
• Facilitates collaborative workshops and executive sessions between global development teams and lab key decision-makers.
• Ensures full alignment with cross-functional affiliate teams, including Sales, Medical Affairs, Legal, Regulatory, and Global Lifecycle Management.
• Establishes clear metrics, benchmarks, and performance tracking for joint commercial initiatives and customer enablement programs.
• Ensures a work culture committed to compliance, quality, and customer focus, maintaining 100% compliance with Good Promotional Practices, AdvaMed guidelines, and the RD Quality Policy.

Who You Are (minimum requirements):

• You hold a Bachelor’s degree in Marketing, or scientific or business related field
• You hold 7 years of prgressive marketing experience or equivalent work experience
• You hold 3 years of marketing leadership experience

Preferred Qualifications:

• Proven track record of strategic account management, commercial enablement, or product management focused on large-scale enterprise customers.
• Strong technical and scientific acumen in molecular diagnostics to effectively interface with key opinion leaders, laboratory directors, and global development teams.
• Demonstrated capability to influence global R&D and product lifecycle strategies without direct authority.
• Exceptional collaborative leadership skills with a proven ability to manage complex, multi-stakeholder initiatives under timeline pressures.Master’s degree (MBA) or advanced degree in Molecular Biology, Biotechnology, or relevant scientific discipline.
• Deep experience working with or selling into high-volume national reference laboratories.
• Experience managing complex RFP/tender processes and developing multi-year target account strategies.
• Global experience and demonstrated success collaborating with international lifecycle/R&D teams.
• Proven ability to navigate ambiguity and mobilize long-range strategic initiatives into operational execution.

Location:

• Preferred location based onsite in our Indianapolis campus; however we may consider remote candidates based in the U.S
• Relocation benefits are provided for this role

The expected salary range for this position based on the primary location of Indiana is $155,800 - $289,400.  Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for the benefits detailed at the link provided below. 

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