Director, Clinical and Sales Operations – Core Lab

Roche•Indianapolis, IN

19h•Onsite

About The Position

The Director of Clinical and Sales Operations for Core Lab serves as a critical strategic leader responsible for enabling the execution of Core Lab’s U.S. business priorities. Acts as a strategic advisor to the VP of Sales and the broader Senior Sales leadership team. This role drives alignment across commercial, clinical, marketing, finance, and service organizations to translate strategy into measurable business outcomes. This leader plays a central role in shaping the Core Lab business by co-developing the Integrated Business Plan, leading financial planning and budgeting, defining annual KPIs, and building the operational infrastructure, tools, and cadence required to drive execution across the field.

Requirements

Bachelor’s degree required
Proven leadership experience with the ability to influence across complex, matrixed organizations
Strong strategic thinking with demonstrated ability to translate strategy into execution
Excellent communication skills with the ability to align and influence senior stakeholders
High level of executive presence and business acumen
Previous capital sales experience required

Nice To Haves

Core Lab diagnostics experience preferred
Cross-franchise or enterprise-level experience preferred

Responsibilities

Partner with the VP of Sales and Leadership Team to define and execute Core Lab’s strategic priorities
Co-develop and operationalize the Integrated Business Plan (IBP)
Lead financial planning, budgeting, and performance tracking in partnership with Finance
Establish and manage annual KPIs aligned to revenue, growth, and strategic initiatives
Design and deploy business tools, reporting, and operational frameworks to drive execution
Lead the Core Lab Sales Operations function, including direct management of a Sales Operations Specialist and a Senior Manager of Commercial Insights
Oversee the development of insights, analytics, and performance reporting to inform strategic decision-making
Ensure alignment between data, tools, and business priorities to drive clarity, accountability, and results
Translate complex data into actionable insights that shape commercial strategy and field execution
Align key stakeholders across Sales, Marketing, Medical & Scientific Affairs, Service, and Corporate Accounts
Drive clarity on priorities, roles, and expectations across the organization
Establish operating cadence, governance, and communication rhythms to ensure consistent execution
Identify risks and opportunities and proactively drive solutions to achieve business objectives
Define and reinforce field-based expectations to improve consistency, accountability, and performance
Ensure teams are equipped with the tools, insights, and support needed to execute effectively
Translate strategic initiatives into actionable plans across regions and customer segments
Provide leadership and direction for Core Lab’s Clinical Specialist and Inside Sales organizations
Drive growth and adoption of the HMVA portfolio across key disease areas including cardiometabolic, neurology, infectious disease, and critical care
Partner with Marketing and MSA to enable the field with clinical and scientific differentiation
Support enterprise engagement through disease area strategy and patient pathway transformation
Oversee a national team responsible for ownership of a defined customer segment
Ensure accountability across the full commercial lifecycle including contracting, implementation, and retention
Drive assay growth through menu expansion in partnership with Marketing
Enhance customer experience through coordinated support across regions and functions