Sales Enabling Lead Poland and SECE / Head of Sales

About the role

Roche Diagnostics Poland is looking for a Sales Enabling Lead (also titled Head of Sales Poland and SECE) to co-create and drive the commercial strategy and position its diagnostic solutions across the Polish and South East Central Europe (SECE) healthcare distributor markets. The role reports to the General Manager of Roche Diagnostics Poland and sits within the Enabling Team, working closely with Marketing, Professional Service, Medical and other functions.

Key responsibilities

• Co-create and implement the umbrella sales strategy and commercial plan to deliver budget targets and short- and long-term sales goals across Poland and SECE.
• Define sales goals, manage planning, execution and supervision of sales budgets with sales teams and other departments, and monitor sales metrics, market dynamics and competition.
• Lead key customers, KOLs, VIPs and decision-makers, including price and contract negotiations and initial sales offers.
• Ensure compliance with Polish procurement, legal and tender regulations for sales in the public healthcare sector.
• Build and structure sales teams and networks, coach sales managers and individual contributors, and remove operational roadblocks to speed up sales cycles.
• Drive digital commercial innovation using CRM databases, market analytics and modern selling tools, and lead local and regional commercial initiatives.

Required profile

• University degree in Life Sciences, Business Administration, Economics or a related field.
• Minimum 10+ years of progressive commercial experience in healthcare sales, with a proven track record in sales management and running sales teams.
• At least 5 years of direct people management, including coaching and leading other leaders.
• Fluent Polish and English.

Required skills

• VACC leadership mindset: visionary, architect, coach and catalyst.
• Deep understanding of the commercial value chain, hospital financing, healthcare system dynamics and public procurement in Poland.
• Exceptional communication, influencing and high-level negotiation skills.
• Ability to build networks across the affiliate and lead cross-functional squads in an agile, high-performance culture.
• Passion for leveraging technology and data, including tools such as AI, to simplify workflows.

What we offer

• Employment contract and annual performance-based bonus.
• Private healthcare and group life insurance.
• Training, language courses and career development.
• Two days off per quarter, a Take Time program of up to three months of leave, and paid charity leave of up to two weeks.
• Flex location option and stock share purchase additions.