International Key Account Network Lead

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

International Key Account Network Lead
A healthier future. It's what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love.

That's what makes us Roche.

As part of the APAC International Key Account Management (IKAM) team, we are seeking a dynamic and strategic leader to drive our engagement with a key segment of our customers. Reporting to the IKAM Lead for the Asia Pacific region, you will be responsible for setting the overarching strategy and driving the holistic performance for a dedicated portfolio of IKAs.

You will act as an agile leader, providing vision and direction for one of the following account portfolios:

• IKA Portfolio: Integrated Health Networks - Your ambition is to transform our engagements with the region's leading healthcare networks, evolving them into true partners in global innovation. You will move beyond transactional relationships to forge deep, C-suite partnerships focused on co-creating the future of advanced patient care
• IKA Portfolio: Commercial Lab Chains - Your ambition is to be the indispensable partner for strategic growth in the commercial lab space. You will achieve this by driving targeted collaborations in high-value areas and acting as a catalyst for powering expansion

You will lead and orchestrate a matrixed 'IKA Core Team' for each account. The respective National Key Account Managers (NKAMs) will have a dotted-line reporting relationship to you, ensuring seamless alignment between international strategy and local execution. Crucially, you will hold P&L responsibility for the business performance of your IKA portfolio.

The Opportunity
Set Ambition & Strategy:

• You are accountable for developing and owning the multi-year strategic account plan for each IKA, using methodologies like the Miller Heiman "Gold Sheet" to create a comprehensive blueprint for success. You will ensure the endorsement of this strategy and ambition by key internal stakeholder

Orchestrate Engagement:

• Act as the primary orchestrator of all customer interactions, ensuring a consistent and seamless customer experience. You are accountable for defining the integrated engagement plan and mobilizing cross-functional experts to meet customer needs at every level

Align Priorities with the C-Suite:

• Engage directly with IKA C-suite executives as a "leader to leader" peer to co-create and align on annual strategic priorities. You will lead the annual strategic reviews and quarterly business reviews (QBRs) to ensure mutual progress and accountability

Own & Drive Commercial Opportunities:

• You are accountable for identifying and executing on strategic opportunities, from tendering and contracting to joint expansion projects.
• Serve as the single point of accountability for the final business sign-off on all commercial deals (pricing, terms, contracts) that fall within the established financial and strategic guardrails.
• You are Responsible for preparing and escalating business cases to the Operational Review Board for any high-priority deals that fall outside the guardrails

Lead a High-Performing Team:

• Embodying the Roche Leadership Principles and APAC Spirit, act as the people leader for the NKAMs (dotted-line) and the broader IKA team. You will build a high performing organization, empower your team, and drive execution with the full backing of the organization. Foster a culture of accountability, collaboration, and continuous learning

Who You Are

• You are an exemplary commercial leader who embodies a true partnership mindset and possesses the critical capabilities to build winning, long-term strategic alliances
• Mindset: You operate with a "partner, not a vendor" mindset, driven by a desire to be genuinely invested in the customer's long-term success. You think and act beyond short-term gains and demonstrate the creativity and resilience to achieve bold ambitions
• C-Suite Engagement: You have proven executive presence and the ability to build trust, influence, and co-create strategy directly with senior customer executives
• Business & Financial Acumen: You possess strong P&L management experience and the ability to conduct deep financial analysis of customers to inform strategy and decision-making
• Leadership & Influence: You are a master orchestrator, skilled at leading cross-functional and cross-country teams (often without direct authority) to achieve shared objectives
• Strategic & Commercial Expertise: You act as a strategic advisor, using consultative skills to connect customer needs to our innovative solutions. You have demonstrated expertise in strategic account planning and leading complex, multi-country tender, pricing, and contracting processes

Location:
Based on local IKA presence. Singapore is preferred. Other locations subject to approval: Hong Kong, India, Malaysia, Pakistan, or Thailand.

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.