Business Partnering Lead

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The Position

Purpose of the Job

•  Key contributor to the achievement of RDT goals and objectives as full member of RDT Enabling team (ET)

• Responsible for leading the Business Development Channel with 3rd Parties Partners, particularly to local and international dealers under RDT.

•  To develop business strategy to grow sustainability business in specific market segments with business partners.

• Setting up a business model to align with company compliance policy and local commercial law of those markets. 

• Appointment, Selection, Due Diligence, Contracting and Monitoring. 

• Be able to develop and coach business partners  to compete as Roche's representative in assigned areas.

• Collaborates with internal Roche chapters and squad team to accelerate business partners to succeed any implementation projects to align with Roche Operational standard in Pre-Sales, sales and after sales processing.

• Be able to lead and respond to any change or improvement which may be identified during a business journey with 3rd Parties Business Partner.

•  Set up KPI, target and lead the annual audit of 3rd Parties according to Roche Business Practice Standard.

• Provide and design the right support for our partners.

• Evaluate Partner Performance and be responsible to continue or terminate the contract.

• Networking with potential distributors in the Diagnostics market. Seek for the right partners for Roche Diagnostics Thailand.   

Strategic Leadership: Strategic, Market Assessment, nd Business Continuity  

•  Design appropriate strategy to grow Roche Business through 3rd Parties Business Partner    

• Market Assessment and identify target market to develop and grow Roche business with 3rd Parties 

• Target market segment and develop distribution channel strategy via 3rd parties Business Partner. 

• Networking with all Potential Dealers and monitoring the market movement.   

Appointment, Selection, Due Diligence, Contracting and Monitoring 

• Interview, Recruiting and Assign/ appoint partners.

• Develop and execute recruiting process according to Roche Standard Operating Practice for Distributor engagement

• Work with Compliance to do due diligence for candidate

• Selected qualified partners who competence and meet Roche business partner criteria.

• Develop contracting to be signed 

Team Leadership and Development:

• Lead, coach, Identify gaps to improve  with suggestions to develop the partners.

• Networking partners with Roche internal Stakeholders; Pre-sales, sales process, and after sales servicing.  

• Be a coach to development, motivation, appraisal, and remuneration partners. 

• Set up an Annual target and KPI. (KPI; Business Performance, Compliance, SHE, PDPA, Product Safety Management, etc)

• Monitoring and evaluating partner performance and practice. 

• Report  critical issues  to GM and compliance.

 Stakeholder Engagement:

• Design and support partner to have a right promotion strategy with key stakeholders in the assigned market.

• Represent Roche to work and collaborate in relevant internal and external activities for partners.

• Set up product training for new partners and design regular training to maintain Roche Product knowledge for Partners. 

Operational Excellence:

•  Set up sales, logistics, and warehouse processing btw Roche and 3rd Parties.

• Instrument and Asset Management according to Roche Standard

• Set up Product Portfolio management for each partner according to contract and assignment.

• Set up product safety, product recall, and other required action according to QM policy.

• Maintain/ Improve Operational Standard as agreed.

• Ensure after Sales Service at end customer sites meet Roche service standard.

• Provide sales tools and promotion with collaboration with Marketing Chapter and others related functions. 

Compliance and Quality:

• Ensure adherence to local legislation, divisional policies, principles, and quality standards within the Business Partner management policy and guidance.

• Promote a culture of compliance and continuous improvement together with Roche Partners.

QUALIFICATIONS

Experience and Competencies:

• Good understanding of Thailand & Indochina Medical Device/Diagnostics Business Partners

• Experience in interacting with or developing business partners with the healthcare or diagnostics market

• Proven ability to develop and implement strategic plans.

• Deep understanding of distribution management, including market trends, customer needs, and competitive landscape.

• Strong leadership skills with the ability to inspire and align business partners towards common goals with Roche.

• Excellent communication and interpersonal skills to build and maintain relationships with business partners.

• Analytical and problem-solving skills with a focus on data-driven decision-making.

• Ability to work collaboratively within a cross-functional and matrix environment for both internal and external organization.

• Good English communication skills.

• Be able to work at management level and self-motivation.

• VACC Practice; Visionary-Architects- Coaching-Catalyze

• Roche Operational Principle; Practicing 

Industry Experience:

• 5+ years of experience in the diagnostics or healthcare industry, with a focus on Sales Channel Management.

• A proficient language skill in Thai and good command of spoken and written English

• Demonstrated track record of success in leading Sales and Marketing Management Team or experience in negotiating and driving performance of indirect business partner performance

• Knowledge of the diagnostics market in Thailand and the APAC region is highly appreciated.

• Strong champion of Roche Code of Conduct well

• No conflict of interest with Roche Business Partners

We are looking forward to hearing from you! Submit your application by January 31st, 2025.

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an Equal Opportunity Employer.