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
A healthier future. That’s what motivates us to innovate. Continuously promote science and ensure that everyone has access to the health care 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 Business Director – Private Market, you will be accountable for the commercial execution of Roche’s portfolio in the Brazilian Private Healthcare System across key private channels (e.g. Operadoras de Saúde, Private Hospitals, Specialty Clinics, and Trade). Your mission is to bring our innovative medicines to more patients faster, ensuring maximum efficiency of resource utilization while driving sustainable top-line growth and shaping the private health system toward long-term sustainability.
Reporting directly to the General Manager, you will be a core member of the Brazilian Enabling Team (BET), working in seamless strategic alignment with the Business Director – Public Market, Strategy & Access Director, Medical Affairs, and Finance, while ensuring full compliance with Roche’s global standards, corporate policies, and local regulations.
About the Opportunity:
- Serve as an active member of the affiliate leadership team to define, enable, and steward Roche Pharma’s overall vision and priorities in Brazil, translating local and global strategic ambitions into high-impact commercial plans across the therapeutic areas focused on the private market.
- Provide strategic direction and governance for the private market businesses, setting short- and mid-term go-to-market models across key private channels (HMOs/Operadoras, Private Hospital Networks, Distributors, Small Accounts) to consistently achieve growth, revenue, and margin targets.
- Establish and/or sustain executive-level relationships with key decision-makers across top private health plans (e.g., Bradesco Saúde, Amil, SulAmérica, Hapvida NotreDame Intermédica) and premier hospital networks (e.g., Rede D'Or, Dasa, Hospital Albert Einstein, Hospital Sírio-Libanês), while overseeing trade operations and distributor strategies to drive commercial excellence, policy enforcement, and DSO control.
- Coach and empower Sparkers (PJP and HSP Private Leads), while catalyzing seamless collaboration of Patient Journey Partners (PJPs), Healthcare System Partners (HSPs), and Therapeutic Area Squads to deliver integrated, patient-centric solutions.
- Role-model VACC (Visionary, Architect, Coach, Catalyst) behaviors to build high-performing, self-organized teams while fostering an inclusive, high-trust culture. Attract, coach, and elevate diverse commercial talent—connecting them to the enterprise vision and advancing modern digital and network capabilities to maximize patient impact in Brazil.
- Maintain oversight of LE forecasting, budget management, and resource allocation while enforcing strict adherence to corporate ethics, local anti-corruption laws (Lei Anticorrupção Nº 12.846/2013), Sindusfarma codes of conduct, and LGPD.
Who you are:
- University degree in Business Administration, Economics, Pharmacy, Medicine, or related discipline; MBA or advanced executive education is preferred.
- Fluency in Portuguese and English (written and spoken) is required.
- 10+ years of professional leadership experience in the pharmaceutical or biotechnology industry, with a focus on commercial management, key account management, private market access, business unit leadership in Brazil.
- Proven track record of commercial execution and driving sustainable growth in high-complexity therapeutic areas within the Brazilian private healthcare sector.
- Demonstrated success leading cross-functional teams, executing cross-disciplinary processes, and fostering an empowered, transparent, and values-driven work environment using VACC leadership principles.
- Commercial & Access Savviness: Demonstrated experience in value-based selling, novel contracting models, commercial policy definition, and negotiating with top private payers and hospital groups.
- Strong commitment to personal development, continuous learning, sound judgment, and adoption of innovative commercial capabilities.
- Availability to work in a hybrid model based on São Paulo
Relocation benefits are not available for this position.
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.