Key Account Manager — Digital & Retail Channels

Job description

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 Roche is pioneering a new era of personalized diabetes care — and the way people access and manage their health is changing fast. As more people turn to digital-first health solutions and pharmacy retail evolves, we are seeking a commercially driven Key Account Manager to lead this commercial frontier. If you thrive at the intersection of strategic partnerships, digital channels, and retail execution to deliver meaningful outcomes for patients, we want to hear from you Your Opportunity In this pivotal role, you will be the commercial architect for Roche's diabetes portfolio across two of our fastest-growing channels: e-commerce and National Chain Pharmacies. Reporting directly to the Head of Commercial Diabetes, you will collaborate across functions to drive channel strategy, joint business planning, and sell-out performance — both online and in-store. As a strategic partner to our key accounts, you will design and negotiate Annual Joint Business Plans with major pharmacy chains, set the commercial direction for our e-commerce channel across marketplaces and direct-to-consumer platforms, and lead cross-functional efforts to ensure Roche is the most visible and accessible diabetes brand in Indonesia's retail landscape. Your Key Areas of Ownership: Developing and executing comprehensive Joint Business Plans (JBPs) with National Chain Pharmacy partners, covering sustainable trading terms, promotional calendars, and annual growth targets. Overseeing the e-commerce commercial strategy across major marketplaces (including health-focused platforms) and direct-to-consumer channels—setting direction on activation planning, digital shelf standards, and performance targets. Driving sell-out performance and market share growth across all managed accounts, taking ownership of monthly and annual revenue and profitability targets. Partnering with Marketing on SEO/SEM strategy, online brand presence, and digital campaigns; and collaborating with Logistics and Supply Chain to ensure accurate demand forecasting and optimal stock availability. Providing structured business reviews, compliance tracking, and market intelligence to senior leadership on a regular basis. Who you are You bring at least 5 years of progressive commercial experience in Key Account Management, Sales, or Channel Management — ideally within FMCG, Consumer Healthcare, or Medical Devices. What sets you apart is your combination of deep retail commercial expertise and a strong understanding of how e-commerce channels operate within a regulated healthcare environment. Demonstrated success partnering with National Chain Pharmacies or large-scale retail accounts, with the ability to build collaborative, value-driven Joint Business Plans. Strong understanding of the e-commerce landscape — including marketplace dynamics, digital shelf standards, and DTC models. Holds a Bachelor's degree in Business, Marketing, Life Sciences, or a related field (Master’s degree is a plus). Prior experience with or strong understanding of Gross-to-Net (G2N) financial architecture, tiered rebates, promotional ROI modeling, and retailer metrics (GMROI, OTIF compliance) is highly valued. Ability to translate complex sales data and market trends into clear, commercially actionable recommendations. Excellent stakeholder management skills, with the ability to work effectively across functions (Supply Chain, Regulatory, and Finance) and align with key buyers. Proficiency in CRM tools (e.g., Salesforce) and advanced data analysis tools. Familiarity with the diabetes care, diagnostics, or consumer health market is an advantage. 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.