Responsable Commercial Territorial Multi-gammes - Sud Est - Lyon / Grenoble (d/f/m)

Roche is seeking a field-based commercial leader in France to cover the Sud Est region, with Lyon or Grenoble as preferred bases. The position, titled Responsable Commercial Territorial Multi-gammes - Sud Est - Lyon / Grenoble (d/f/m), sits within the Commercial Excellence team and represents Roche to clients across the full portfolio. Roche promotes personal expression, open dialogue and genuine connections, and its mission is to prevent, stop and cure diseases while ensuring access to healthcare today and for generations to come. Roche is an Equal Opportunity Employer and values every voice.

In this role you’ll identify key client interlocutors, map decision-making processes, and understand the strategic environment of each account. The goal is to define and own the territory’s commercial and financial strategy for existing and future accounts, while actively contributing to national accounts strategy.

Roche is a global health company with more than 100,000 employees. Across the world, more than 26 million people have been treated with Roche medicines, and Diagnostics products have supported more than 30 billion tests. This is a chance to help expand access to healthcare and deliver impactful solutions.

Covering the Sud Est territory on the ground

As the primary touchpoint for client structures, you will know your client base, their decision-making processes, and you will build trust-filled relationships. You will identify needs, coordinate actions and keep client data current in the CRM, using insights to inform Roche’s approach.

You will drive the conquest, retention and growth of accounts by shaping and updating account plans, managing sales opportunities, negotiating contracts, and preparing compelling commercial offers. You will ensure commitments are met and disputes are resolved, aligning actions with Roche’s standards and the clients’ objectives.

You will keep growing your own expertise by pursuing relevant training, absorbing new information, and leveraging the tools provided to keep clients well-informed and confident in Roche’s capabilities.

You will foster cross-functional collaboration inside the company, promoting clear communication, ensuring complete contracts, respecting colleagues’ competencies, and bringing your know-how to enhance customer satisfaction.

What you’ll bring to the table

• Strong skills in commercial negotiation and project management, underpinned by a solid scientific background and knowledge of the medical biology market
• Ability to build solid interpersonal relationships and to analyse and summarise data, with solid data-management capabilities
• Business sense to interpret strategic and commercial drivers in the In Vitro Diagnostics field and the health sector at large
• Consultative approach: attentive listening, translating requests into needs, aligning stakeholders around a shared vision, offering expert guidance and contracting effectively
• Inspirational leadership, capable of engaging and influencing others while working across teams
• Fluent English to communicate comfortably in an international environment

Pay, benefits and practical details

The role is full-time and onsite in France, with Lyon or Grenoble identified as ideal bases for the Sud Est territory.

Roche is an Equal Opportunity Employer.

Tips for applicants

Lead with your experience in multi-gamme sales and territory management in healthcare, and point to concrete results that show your ability to build account plans and close contracts.

Back up each must-have skill with a short, specific example: mapping client decision processes, using CRM data to drive strategy, and delivering cross-functional collaboration that led to a contract or a renewal.

Prepare to tell stories about times you aligned multiple stakeholders around a common vision, or you facilitated cross-functional teams to complete a contract or resolve a dispute, be ready to describe the approach and the outcome.

Ask a pointed question about how the Sud Est territorial strategy connects with national accounts and how success is measured in practice within Roche’s Commercial Excellence framework.