Head of Premier Account & Key Account - East China

📌 Core Information

🔹 Job Title: Head of Premier Account & Key Account - East China

🔹 Company: Roche

🔹 Location: Shanghai, Shanghai, China

🔹 Job Type: Full-Time

🔹 Category: Biotechnology Research

🔹 Date Posted: April 18, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Developing and executing business plans for specific regions' key account markets within pre-set budgets.
• Designing sales and marketing strategies to meet overall business targets.
• Collaborating with central marketing to define and review local marketing strategies.
• Managing and coaching staff to build a high-performing team.
• Ensuring full compliance with Roche policies and procedures.

ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and the ability to work effectively in a matrix organization.

📋 Key Responsibilities

✅ Developing and executing business plans for specific regions' key account markets within pre-set budgets.

✅ Designing sales and marketing strategies to meet overall business targets.

✅ Collaborating with central marketing to define and review local marketing strategies.

✅ Deep diving into key account markets to better understand customer needs and provide customized solutions.

✅ Collaborating closely with specific regions' distributors and channel management to drive total SAP sales targets aligned with Core & Molecular Lab business priorities.

✅ Managing and monitoring the complete effective operation of sales, marketing, and customer service activities.

✅ Coaching and supporting staff development to build a high-performing team.

✅ Conducting business in full compliance with Roche policies, including Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, Roche Safety, Security, Health, and Environmental Protection.

✅ Understanding and fulfilling the responsibility of line manager's SHE tasks and duties.

ASSUMPTION: This role requires a high level of autonomy and the ability to work effectively in a fast-paced, dynamic environment.

🎯 Required Qualifications

Education: Bachelor or Master Degree in Clinical Diagnostics, Appropriate Science discipline, or Business Degree.

Experience: At least 14 years of similar sales experience in the relevant industry, with at least 10 years in a managerial role.

Required Skills:

• Proven track record in sales management and key account management.
• Strong business planning and strategic thinking skills.
• Excellent communication and interpersonal skills in English.
• Proficient in MS Office software applications.
• Ability to work effectively in a matrix organization.

Preferred Skills:

• Marketing and channel development experience.
• Fluency in Mandarin Chinese.

ASSUMPTION: Candidates with experience in the pharmaceutical or biotechnology industry may have an advantage in this role.

💰 Compensation & Benefits

Salary Range: The salary range for this role is estimated to be between CNY 600,000 and CNY 900,000 per year, based on industry standards for similar roles in Shanghai. This estimate is subject to change based on the candidate's experience and qualifications.

Benefits:

• Competitive benefits package, including health insurance, retirement plans, and employee discounts.
• Opportunities for professional development and career growth.
• Flexible working arrangements, including remote work options.

Working Hours: Full-time position with standard working hours Monday to Friday, 9:00 AM to 5:30 PM. Overtime may be required based on business needs.

ASSUMPTION: The salary range provided is an estimate and may vary based on the candidate's experience, qualifications, and market conditions.

📌 Applicant Insights

🔍 Company Context

Industry: Roche is a global pioneer in pharmaceuticals and diagnostics, focused on advancing science to improve people's lives. The company is the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management.

Company Size: Roche is a large multinational corporation with over 100,000 employees worldwide. This size provides opportunities for career growth and development, as well as a diverse and inclusive work environment.

Founded: Roche was founded in 1896 and has since grown to become one of the world's leading biotech companies.

Company Description:

• Roche is committed to improving patient access to medical innovations by working with all relevant stakeholders.
• The company aims to improve patient outcomes through personalized healthcare, fitting the right treatment to each patient in the best way possible.
• Roche has been recognized as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology & Life Sciences Industry ten years in a row by the Dow Jones Sustainability Indices (DJSI).

Company Specialties:

• Biotechnology
• Innovation
• Personalized healthcare
• Diagnostics
• Pharmaceuticals
• Research
• Healthcare technology
• Big data

Company Website: http://www.roche.com

ASSUMPTION: Roche's commitment to sustainability and improving patient outcomes makes it an attractive employer for candidates who value these priorities.

📊 Role Analysis

Career Level: This role is a senior management position, reporting directly to the Head of Core & Molecular Lab China.

Reporting Structure: The Head of Premier Account & Key Account - East China will have direct reports, including sales representatives and marketing coordinators.

Work Arrangement: This role is based in Shanghai, China, with regular travel to other regions in East China.

Growth Opportunities:

• Progression to a more senior role within Roche's China organization or global headquarters.
• Expansion of responsibilities to include additional regions or product lines.
• Development of leadership and management skills through coaching and mentoring opportunities.

ASSUMPTION: This role offers significant opportunities for career growth and development within Roche's global organization.

🌍 Location & Work Environment

Office Type: Roche's Shanghai office is a modern, collaborative workspace with a focus on employee well-being and productivity.

Office Location(s): Roche's Shanghai office is located in the Pudong New Area, one of the city's most vibrant and dynamic business districts.

Geographic Context:

• Shanghai is a major global city with a population of over 24 million people, offering a rich cultural experience and numerous entertainment and leisure options.
• The city is a major hub for the biotechnology and pharmaceutical industries in Asia.
• Shanghai has a subtropical monsoon climate, with mild winters and hot, humid summers.

Work Schedule: The standard workweek is Monday to Friday, with flexible working hours and opportunities for remote work.

ASSUMPTION: Shanghai's vibrant business environment and cultural offerings make it an attractive location for professionals in the biotechnology and pharmaceutical industries.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screening
• In-person or virtual interviews with hiring managers and team members
• Background check and offer extension

Key Assessment Areas:

• Sales and business acumen
• Leadership and management skills
• Communication and interpersonal skills
• Cultural fit and alignment with Roche values

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role.
• Prepare for behavioral and situational interview questions that focus on your problem-solving skills, leadership style, and ability to work in a matrix organization.
• Research Roche's company culture and values to demonstrate your fit with the organization.

ATS Keywords: Sales management, key account management, business planning, marketing strategy, customer needs assessment, team development, profit and loss management, collaboration, compliance, coaching, market analysis, strategic planning, communication, clinical diagnostics, channel development

ASSUMPTION: Applicants should tailor their application materials to highlight their relevant experience and skills, and prepare for a comprehensive interview process that focuses on both technical competencies and cultural fit.

🛠️ Tools & Technologies

• Microsoft Office Suite (Word, Excel, PowerPoint)
• Salesforce
• CRM systems (e.g., Siebel, SAP)
• Data visualization tools (e.g., Tableau, Power BI)

ASSUMPTION: Proficiency in Microsoft Office Suite and CRM systems is essential for this role, while experience with data visualization tools is a plus.

👔 Cultural Fit Considerations

Company Values:

• Integrity
• Courage
• Passion

Work Style:

• Collaborative and team-oriented
• Results-driven and focused on execution
• Adaptable and open to change

Self-Assessment Questions:

• Do you embody Roche's core values of integrity, courage, and passion?
• Are you comfortable working in a matrix organization and collaborating with cross-functional teams?
• Do you thrive in a dynamic, fast-paced environment and enjoy taking on new challenges?

ASSUMPTION: Candidates who align with Roche's core values and work style preferences will be the best fit for this role.

⚠️ Potential Challenges

• Managing a large, diverse team with varying levels of experience and expertise.
• Balancing the demands of multiple stakeholders, including regional distributors, channel management, and central marketing.
• Adapting to changes in the market and business environment.
• Ensuring full compliance with Roche policies and procedures.

ASSUMPTION: Successful candidates will have strong leadership and management skills, as well as the ability to adapt to change and manage multiple priorities effectively.

📈 Similar Roles Comparison

• This role is similar to other key account management and sales leadership positions in the biotechnology and pharmaceutical industries, but may have a greater focus on business planning and strategic thinking.
• Candidates with experience in the pharmaceutical or biotechnology industry may find the technical aspects of this role to be similar to their previous experiences, but the organizational structure and cultural context may differ.
• Career progression in this role may involve expanding responsibilities to include additional regions or product lines, or moving into a more senior role within Roche's global organization.

ASSUMPTION: Candidates with relevant industry experience will find this role to be similar to other key account management and sales leadership positions, but should be prepared for the unique aspects of working in a large, multinational corporation.

📝 Sample Projects

• Developing and executing a business plan for a new product launch in a key account market.
• Conducting a market analysis to identify opportunities for growth and expansion in a specific region.
• Managing a team to achieve a significant sales target in a competitive market.

ASSUMPTION: These sample projects are intended to illustrate the types of responsibilities and challenges that candidates may face in this role, but may not be representative of all aspects of the position.

❓ Key Questions to Ask During Interview

• Can you describe the team structure and dynamics for this role?
• How does this role fit into Roche's overall strategy for the East China region?
• What are the key priorities for the first 90 days in this role?
• How does Roche support the professional development and career growth of its employees?
• What is the company's approach to work-life balance and flexible working arrangements?

ASSUMPTION: Candidates should prepare thoughtful questions that demonstrate their interest in the role and the organization, and that address any specific concerns or uncertainties they may have about the position.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link: https://roche.wd3.myworkdayjobs.com/roche-ext/job/Shanghai/Head-of-Premier-Account---Key-Account---East-China_202504-109851
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role.
• Prepare for behavioral and situational interview questions that focus on your problem-solving skills, leadership style, and ability to work in a matrix organization.
• Research Roche's company culture and values to demonstrate your fit with the organization.
• Follow up with the hiring manager one week after submitting your application to inquire about the status of your application.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.