Head of RIS Market Adoption

Roche•Indianapolis, IN

5d•Hybrid

About The Position

At Roche, we are passionate about transforming patients’ lives, and we are bold in both decision and action - we believe that good business means a better world. That is why we come to work every single day. We commit ourselves to scientific rigor, unassлаш ethics, and access to medical innovations for all. We do this today to build a better tomorrow. Roche is strongly committed to a diverse and inclusive workplace. We strive to build teams that represent a range of backgrounds, perspectives, and skills. Embracing diversity enables us to create a great place to work and to innovate for patients. Position Summary As the Head of RIS Market Adoption, you play a senior and critical role responsible for driving the uptake of Roche Information Solutions (RIS) from 'Nail-it' to 'Scale-it' across markets and Roche affiliates. You address two key aspects of adoption: overcoming market barriers for broad adoption within and across markets, and leveraging and activating the commercial framework within our affiliates. Working closely with the Go-to-Market (GTM) Strategy team and other partners across the Roche organization, you shape the GTM blueprint and identify opportunities to address barriers for broad adoption. While the GTM Strategy function is responsible for a highly commercial-ready product, your focus is ensuring broad adoption into commercial frameworks and markets around the globe. Your key deliverables include developing strategies to comply with local data residency policies, unlocking revenue pathways for different customer and market archetypes, and demonstrating the value and return on investment (ROI) through commercial evidence generation. You also create and deliver scalable models and frameworks for clinician engagement and customer success.

Requirements

15+ years of overall commercial experience in healthcare.
15+ years of successful experience marketing, selling or designing and implementing software and IVD products, ideally experience as General Manager or Business Unit Manager in a local affiliate.
Experience and responsibility for driving the end-to-end commercialization (marketing, sales, implementation and support) of a healthcare business.
Experience with driving successful sales, adoption, and cross-selling of Software as a Service (SaaS) products from early customer engagement/pilots to meaningful revenue.
In-depth understanding of laboratory workflows, diagnostic value drivers, and clinical decision-making processes.
Credibility to influence international Key Account (iKAM) stakeholders and navigate the Product Lifecycle (PLCF) framework to translate field insights into product strategy.
A proven track record of managing and scaling complex, large-scale installations of Lab Insights products (e.g., navify Lab Operations) within highly integrated hospital networks or global laboratory chains.
Ability to establish a clear vision, develop robust digital acceleration strategies, and design compensation/motivation plans that align teams with aggressive revenue and adoption targets.
You possess an innovating mindset, act as a strategic system thinker, and provide inspiring leadership with courage and resilience.
You demonstrate strong functional competencies, including organization, prioritization, planning, negotiation, communication, and presentation skills.
You have the ability to operate successfully in a matrix environment with shared accountability and responsibilities.

Nice To Haves

Results-oriented leader who develops compensation plans and motivates employees to meet sales revenue targets for software.
Demonstrated courage, vision and drive to be at the forefront of innovative change.
Proven ability to establish and articulate a vision, set goals, develop and execute strategies, and track and measure results.
Strong leadership experience, preferably with extensive experience of creating and leading diverse teams and agile networks.
Demonstrate a clear commitment to people development and effective mentoring; promoting a culture of trust and support.
Proven experience in leading collaborative commercial success in an agile environment or continuous improvement efforts that have yielded tangible results and/or positive impact for patients or business stakeholders.
Able to foster positive partnerships through effective influencing, negotiation and conflict management skills.

Responsibilities

Coach, develop, and manage the Market Adoption team, fostering a culture of high performance and continuous learning to ensure consistent application of capabilities across all projects and use cases. You will create a high-performing team, empower people to contribute to their full potential, actively coach, and manage succession planning.
Proactively analyze and connect financial flows, value pools, and emerging market dynamics to develop commercial insights and accelerate market success across all regions.
Develop and execute comprehensive revenue and payer strategies at the portfolio level in collaboration with GTM Strategy teams and Lifecycles. Establish innovative payer models to ensure optimal reimbursement and maximum value capture.
Drive the strategic alignment and prioritization of Commercial Evidence (e.g., Health Economics and Outcomes Research/HECONs) in close collaboration with the Clinical Evidence team and relevant Lifecycles.
Lead the team of clinical digital transformation specialists, providing strategic clinical guidance to specific projects and inspiring affiliates to successfully commercialize and scale digital solutions.
Collaborate with regional teams to identify and actively pursue market shaping opportunities with a mid-to-long term view, utilizing an open and experimental approach to ensure the best market fit.
Own the assurance of IT readiness and maintain full compliance with all data residency and regulatory requirements for new and existing solutions across all operating regions.
Define, establish, and enforce consistent, scalable, and effective customer success practices across all global markets to ensure high customer satisfaction and sustained solution uptake.
Liaise with the Global Business Development / Partnering team as appropriate to advance market adoption initiatives.
Constantly learn from customers and data to inform product decisions.
Apply deep business knowledge, including finance, sales, and legal aspects, to product decision-making.
Maintain an owner's mindset for the specific product or problem area, acting as the critical element for the success of the empowered product team.
Act as the expert on the users and customers to ensure their needs are central to the product's development.
Ensure that all development work is results-driven and aligned with the established outcome goals.
Continuously optimize processes to increase quality, efficiency, and scalability, contributing to sustainable business performance.