IKAM Business Operations Lead

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IKAM Business Operations Lead

A healthier future. It's what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love.
 

That's what makes us Roche.

As a cornerstone of the APAC International Key Account Management (IKAM) team, the Business Operations Lead will be the central hub for commercial execution and efficiency. This role is designed to provide the IKAM organization with the critical capabilities needed to win in the market by ensuring our commercial processes are consistent, competitive and sustainable.

Reporting to the IKAM Lead for Asia Pacific, you will be a key strategic partner to the IKA Network Leads and their teams. You will lead the formation and management of frameworks for tendering, pricing and contracting to maximize our success. This is a foundational role that will build and manage the engine room that powers our strategic partnerships with our most important international customers.

The Opportunity

• Your core responsibilities will be to build, manage, and execute our commercial operations.

Tender Management:

• Responsible for managing the end-to-end response process for complex, multi-country tenders, ensuring a consistent methodology and high-quality submissions.

• Proactively foresee and prepare for upcoming tenders, collaborating closely with competitive intelligence networks and relevant internal technical and subject-matter experts to inform our strategy.

Pricing Strategy and Management

• Responsible for developing the pricing strategy for specific deals, in collaboration with the IKA Network Leads.

• Build and manage a dynamic pricing model to ensure consistency and discipline.

• Provide strategic pricing tactics and rapid pre-pricing to support the IKA teams in negotiations.

• Serve as the key liaison with the Finance network, ensuring all deals are analyzed and adhere to predefined financial guardrails.

Contracting and Legal Collaboration:

• Responsible for leading the drafting of contracts upon agreement with customers, navigating different local laws and regulations to ensure compliance.

• Collaborate closely with the Legal network to ensure all contractual terms are robust, compliant, and leverage past experience.

Framework and Process Excellence:

• Establish and refine the operating frameworks for all business operations functions, creating a clear, agile and empowered system for the IKAM teams to leverage.

• Archive all contracts and extract meaningful intelligence to create a feedback loop that continuously improves our pricing and tender management processes.

• Implementing or adapting existing tools to improve tendering and price transparency

Who You Are

• You are a systems-thinker and process-driven commercial expert with a passion for building efficient systems that enable business success.

• Experience: You have extensive experience in a senior business operations, commercial excellence, or deal-desk role within the diagnostics, medical device, or a related complex B2B industry.

• Proven Track Record: You have a proven track record of managing large-scale, international tenders, developing sophisticated pricing strategies, and overseeing complex contracting processes.

• Analytical and Financial Acumen: You possess exceptional analytical skills and a deep understanding of P&L drivers. You are comfortable building financial models and using data to make strategic recommendations.

• Collaborative Leader: You excel at working in a matrix environment and can effectively collaborate with and influence a wide range of stakeholders, including senior commercial leaders, Finance, and Legal teams.

• Process-Oriented Mindset: You have a talent for designing, implementing, and improving complex processes to drive efficiency and consistency. You are highly organized with meticulous attention to detail.

• Commercial Expertise: You have strong business acumen and a deep understanding of the commercial drivers in the healthcare industry. You are a skilled negotiator with the ability to find creative and profitable solutions.

Location:

Based on local IKA presence. Singapore is preferred. Other locations subject to approval: Hong Kong, India, Malaysia, Pakistan, or Thailand.

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.