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

This role is based in Costa Rica, working with the Central America & The Caribbean region, driving healthcare accessibility by matching customer needs with value-added diagnostics solutions. We operate in a highly collaborative matrix environment, offering a dynamic workplace where you can directly impact local market growth and build long-term relationships with key industry stakeholders. The extensive variety of diagnostic lines and strategic commercial initiatives in this division offers you exceptional learning and professional growth opportunities.
 

This role drives market share expansion across all product lines within the Roche Diagnostics portfolio by matching customer needs with value-added medical and commercial solutions.
 

The Opportunity:

• Market Expansion & Acquisition: Drive intense market share growth in the Costa Rican healthcare sector by identifying, prospecting, and converting net-new and competitive accounts.

• Strategic Account Management: Map and penetrate current strategic accounts to uncover and execute high-value cross-selling and up-selling opportunities across all diagnostic product lines.

• Competitive Intelligence: Maintain robust business intelligence on competitor positioning, market disruptions, and tendering timelines to exploit vulnerabilities and secure long-term contracts.

• Stakeholder Engagement (C-Suite): Build long-term, trusted relationships with key stakeholders across public and private sectors, from technical laboratory staff to C-Suite executives.

• Strategic Negotiations: Design and execute creative, data-driven negotiation strategies for complex public and private tenders, leveraging cross-departmental insights to maximize win rates.

• Distributor Alignment: Partner with and lead local distributors to align target positioning, pricing strategies, localized logistics, and customer retention/acquisition initiatives.

• Financial Accountabilities: Deliver on established sales quotas and profitability goals through a deep understanding of each opportunity’s P&L, volume forecasting, and inventory levels.

• Project Management & Implementation: Act as Project Manager for the end-to-end implementation process of Roche Diagnostics’ solutions, ensuring seamless onboarding.

• Strategic Methodology (CRM): Utilize Miller Heiman methodologies (Blue/Gold Sheets) within CRM tools to analyze stakeholder motivators, map account strategies, and maintain pipeline health.

• Cross-Functional Leadership ("One Roche"): Lead alignment and collaboration across internal areas (Marketing, Finance, Supply Chain, Medical, Pharma) to drive unified business continuity.

• Executive Reporting: Prepare and present strategic account performance, pipeline health, and milestone wins during regional Commercial and Business Review meetings.
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Who you are:

• You hold a Bachelor's degree from an accredited university, preferably in healthcare sciences, business management, or related fields.

• You possess a minimum of 4–5 years of progressive experience in sales, business development, or marketing, preferably within a B2B healthcare or diagnostics environment.

• You are characterized by a structured, proactive, and strategic mindset with excellent business acumen, financial understanding, and analytical skills.

• You are a resilient matrix leader with a proven ability to influence and collaborate with cross-functional teams, managing strict timelines in high-pressure environments.

• You have exceptional interpersonal, negotiation, and communication skills, with professional English proficiency (at least B2 level) and Spanish.

Preferred:

• Higher education or post-graduate degrees are a plus.

• Proven track record with the Professional Selling Skills (PSS) approach and experience in business development and negotiation tactics.

• Demonstrated proficiency in project planning, agile methodologies, or certifications like PMP, Six Sigma, or Lean methodologies.

• Proficiency in software applications and productivity tools, including MS Office, SAP, and modern CRM systems.
   

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.