Responsable Commercial Territorial Multi-gammes Sud-Est / Montpellier (d/f/m)
RocheRoche is seeking a field-based Territory Commercial Manager to lead its multi-gammas portfolio in the South-East, with a preferred base in Montpellier and the surrounding area. This is a full-time, onsite role in France, designed for someone who enjoys steering strategic commercial conversations and representing Roche across the client landscape. The company is a global healthcare leader, dedicated to preventing, stopping and curing diseases while ensuring broader access to healthcare now and for generations to come, and every voice matters in that mission.
The position sits within Roche’s Commercial Excellence function, with you acting as the voice of the customer for all Roche ranges. You’ll identify key stakeholders, decision-makers and the environmental factors that influence client outcomes, and take ownership of the commercial and financial strategy for territorial accounts, while also contributing to national account planning. If you thrive when you can blend scientific insight with sales strategy and you’re drawn to a role that blends field activity with strategic influence, this could be a great fit.
Ideal for someone who enjoys building trust with clients, navigating complex decision processes, and turning insights into actionable plans, this role suits professionals who want to shape Roche’s presence in the Sud-Est region. You’ll report to the Commercial Excellence service and collaborate with colleagues across Roche to ensure customers receive high-value, technically sound solutions.
Field leadership in the Sud-Est
In this role you’ll stay in touch with client structures on the ground, understanding how they decide, what they need, and how Roche can align with their workflows. You’ll keep rigorous track of information in the CRM, coordinate actions across Roche teams, and serve as the primary Roche contact for client concerns. On the development front, you’ll craft and manage account plans, keep the sales pipeline healthy, negotiate contracts, assemble compelling offers, and ensure that commitments are met while addressing any disputes that arise. You’ll also drive cross-functional collaboration, making sure contract dossiers are complete and that internal teams understand client priorities so satisfaction remains high. Finally, you’ll keep sharpening your professional skills through internal training and market updates, using the tools Roche provides to deliver high-value guidance to customers.
Day in and day out, you’ll balance relationship-building with strategic execution. You’ll translate client needs into actionable requirements, align stakeholders around a shared vision, and offer expert advice that supports contracting and value delivery. Your leadership will help you inspire colleagues and work across departments to deliver a cohesive customer experience, leveraging your field experience to maximize Roche’s impact in diagnostics and related products. The role calls for staying current with market developments and using that knowledge to strengthen Roche’s competitive position while supporting client success.
Must-have requirements, then nice-to-haves
Strong negotiation and project-management skills that help you guide complex deals and keep programs on track.
Solid interpersonal abilities and a knack for analysis and synthesis, supported by good data management to turn insights into actionable plans.
Business acumen to grasp strategic and commercial issues in the In Vitro Diagnostics sector and the broader health landscape and to translate them into customer-focused strategies.
Consultative approach with listening, needs translation, stakeholder alignment, expert guidance and effective contracting as core strengths.
Inspiring leadership capable of engaging others and collaborating across functions to drive outcomes.
English proficiency that enables smooth communication in an international setting.
Nice-to-have attributes
A solid scientific background and knowledge of the medical biology market
Compensation and practical details
The role is full-time and onsite, with the ideal base in Montpellier and the surrounding area in France. Specific salary, benefits, and a formal schedule are not disclosed, but the position is connected to Roche’s field operations and requires active field coverage across the territory.
Guidance for applicants
Lead your resume with relevant field sales experience in life sciences or diagnostics, and highlight any work that involved building account plans, managing pipelines, negotiating contracts, or delivering cross-functional projects. Show how you’ve translated client needs into concrete actions and outcomes, especially in complex or regulated settings.
When you describe must-have capabilities, frame them with concrete examples: a time you led a successful negotiation, how you structured an account plan, and how you managed stakeholder alignment to close a deal or resolve a dispute. If you can tie these examples to tangible results, you’ll stand out.
Prepare for interviews by being ready to discuss how you identify decision-makers, how you coordinate with internal Roche teams to deliver a seamless customer experience, and how you stay current on market dynamics that affect client priorities. Think through a scenario where you had to balance competing interests within a client or among Roche functions and how you reached a satisfactory resolution.
End with a thoughtful question that shows you want to contribute at Roche: ask about the top strategic priorities for the Sud-Est territory this year and how this role should align with national accounts to drive growth, or inquire about how Roche measures success in the field and what a successful first year looks like in this position.