Head of Sales and Key Account Management

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

At Roche Diagnostics Hungary, our mission is to ensure that our innovative tools, solutions, and methodologies are accessible to all patients. As the Head of Sales and Key Account Management, you will be a key member of our Diagnostics Division Leadership Team, playing a critical role in shaping and executing the commercial and sales strategy of the affiliate.

The Opportunity

As the Head of Sales and Key Account Management, you will lead all sales-related activities and sub-functions—including Sales, Key Account Management, Business Development, Business Consultancy, and Tender Management. Your focus will be to ensure these functions operate in a customer-centric, compliant, and highly impactful manner , translating global and regional strategies into actionable local plans that drive sustainable growth.

As a People Leader, you will embody our VACC (Visionary, Architect, Catalyst, Coach) leadership model.

Core Responsibilities and Impact

• Sales & Key Account Excellence: Lead, coach, and mentor Sales Managers and sub-functions to ensure market-leading performance, deep account engagement, and long-term partnerships with healthcare decision-makers.

• Strategic Execution: Translate global and regional directions into clear, business-aligned action plans for Hungary, managing the team's backlog to focus on high-impact commercial goals.

• End-to-End Tendering & Growth: Oversee Tender Management with full accountability for flawless execution, and guide Business Development to unlock future growth opportunities.

• Cross-Functional Collaboration: Partner closely with Marketing, Product Management, Professional Services, and Customer Service & Logistics to deliver seamless, coherent customer journeys.

• Financial & Operational Oversight: Manage financial sales target setting, budget planning, revenue tracking, and reporting on key performance indicators (KPIs).

• Compliance: Ensure full alignment with MedTech regulations, legal requirements, and ethical Roche policies across all commercial activities.

Who You Are

We are looking for a visionary, results-oriented leader who possesses a blend of strategic commercial foresight and a passion for people development. To be successful in this role, you bring:

• Experience: A proven track record of managerial leadership in Sales and Key Account Management within the healthcare or diagnostics industry. You have demonstrated success in driving sales growth, managing complex change initiatives, and steering end-to-end tendering activities.

• Industry & Strategic Acumen: A deep understanding of the healthcare ecosystem, customer pathways, and hospital/laboratory operations from a commercial perspective.

• Leadership Mindset: Strong capabilities as a servant leader, with a proven ability to influence senior stakeholders, navigate complex environments, and foster a culture of experimentation and psychological safety.

• Skills: Exceptional communication, negotiation, and system-thinking capabilities. You have an entrepreneurial attitude, are comfortable using digital tools (CRM systems, sales dashboards) , and have a strong ethical mindset.

• Education & Languages: A Bachelor’s degree in Business, Economics, Life Sciences, or a related field. Fluency in both Hungarian and English is required.

• Mobility: A valid driver's license and willingness to travel as required.

Location: This position is based in Budapest.  Relocation Assistance is not available

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.