At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections,  where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

The Position

Location: Panamá, or Costa Rica 

Reports to: Commercial Director  CA&C

The Opportunity:

The Commercial Lead drives the strategic vision and execution of the retail business across the region.

You will ensure the fulfillment of sales targets and profitability by managing high-impact relationships with distributors, pharmacies, and institutional accounts. Working cross-functionally, you will lead the integrated diabetes proposition, creating sustainable value for customers, patients, and Roche.

1. Strategy & Business Development

• Strategic Growth: Design and execute the retail commercial strategy in collaboration with Business Development and Cluster Managers, ensuring optimal resource allocation.

• Market Expansion: Identify new digital solutions, channels, and customer segments to scale the diabetes portfolio.

• Intelligence: Analyze consumer behavior and competitive trends to pivot strategies and maintain a competitive advantage.

• Agile Leadership: Serve as a Network Coach/Lead, guiding squads to achieve OKRs aligned with LATAM priorities.
   

2. Financial Performance

• Target Achievement: Define and ensure the fulfillment of sales ambitions, margins, and growth projections.

• Forecasting: Develop annual commercial plans and quarterly forecasts (volumes, product mix, and pricing).

• KPI Oversight: Monitor sell-in/sell-out, market share, and inventory turnover, implementing corrective actions when necessary.
   

3. Distributor & Key Account Management

• Strategic Partnerships: Lead the end-to-end distributor strategy, ensuring alignment on inventory, promotional plans, and compliance.

• Retail Presence: Build high-level relationships with pharmacy chains, clinics, and wholesalers to maximize portfolio visibility.

• Negotiation: Manage commercial agreements and pricing policies to drive sustainable profitability.

• Operational Excellence: Leverage data dashboards to conduct distributor audits and drive continuous process improvements.
   

4. Cross-Functional Collaboration

• Internal Synergy: Partner with Marketing, Medical Affairs, Access, and Supply Chain to ensure seamless product launches and demand planning.

• Value Creation: Drive patient education and digital initiatives that strengthen Roche’s integrated health proposition.
   

5. Leadership & Culture

• People Development: Coach and mentor teams to foster a high-performance, accountable, and result-oriented culture.

• Compliance: Ensure all commercial activities strictly adhere to Roche’s core values, local regulations, and ethical standards.

Who you are:

• Education: University degree in Business Management, Healthcare, or a related field.

• Industry Expertise: 10+ years of experience in the Healthcare industry, ideally within the Diagnostics sector.

• Commercial Mastery: Proven track record in international business, regional sales management, and the Retail/Pharmacy sector.

• Distributor Excellence: Extensive experience managing complex distributor networks across multiple geographies.

• Leadership: Strong people management skills with a demonstrated ability to coach high-performing teams and lead through influence.

• Project Management: Solid skills in managing large-scale projects from conception to execution.

• Language Proficiency: Fully bilingual (English and Spanish).

 

 

Where pay transparency applies, details are provided based on the primary posting location. For this role, the primary location is Panama. If you are interested in additional locations where the role may be available, we will provide the relevant compensation details later in the hiring process.

Who we are

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer.