Director, Clinical and Sales Operations – Core Lab
About this role
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
Director, Clinical and Sales Operations – Core Lab
The Opportunity
The Director of Clinical and Sales Operations for Core Lab serves as a critical strategic leader responsible for enabling the execution of Core Lab’s U.S. business priorities. Acts as a strategic advisor to the VP of Sales and the broader Senior Sales leadership team. This role drives alignment across commercial, clinical, marketing, finance, and service organizations to translate strategy into measurable business outcomes.
This leader plays a central role in shaping the Core Lab business by co-developing the Integrated Business Plan, leading financial planning and budgeting, defining annual KPIs, and building the operational infrastructure, tools, and cadence required to drive execution across the field.
Job Facts
Responsibilities
- Strategic Leadership & Business Planning
- Partner with the VP of Sales and Leadership Team to define and execute Core Lab’s strategic priorities
- Co-develop and operationalize the Integrated Business Plan (IBP)
- Lead financial planning, budgeting, and performance tracking in partnership with Finance
- Establish and manage annual KPIs aligned to revenue, growth, and strategic initiatives
- Design and deploy business tools, reporting, and operational frameworks to drive execution
- Sales Operations Leadership
- Lead the Core Lab Sales Operations function, including direct management of a Sales Operations Specialist and a Senior Manager of Commercial Insights
- Oversee the development of insights, analytics, and performance reporting to inform strategic decision-making
- Ensure alignment between data, tools, and business priorities to drive clarity, accountability, and results
- Translate complex data into actionable insights that shape commercial strategy and field execution
- Cross-Functional Alignment & Execution
- Align key stakeholders across Sales, Marketing, Medical & Scientific Affairs, Service, and Corporate Accounts
- Drive clarity on priorities, roles, and expectations across the organization
- Establish operating cadence, governance, and communication rhythms to ensure consistent execution
- Identify risks and opportunities and proactively drive solutions to achieve business objectives
- Field Enablement & Performance
- Define and reinforce field-based expectations to improve consistency, accountability, and performance
- Ensure teams are equipped with the tools, insights, and support needed to execute effectively
- Translate strategic initiatives into actionable plans across regions and customer segments
- Leadership of National Teams
- Provide leadership and direction for Core Lab’s Clinical Specialist and Inside Sales organizations
- Clinical Specialist Team
- Drive growth and adoption of the HMVA portfolio across key disease areas including cardiometabolic, neurology, infectious disease, and critical care
- Partner with Marketing and MSA to enable the field with clinical and scientific differentiation
- Support enterprise engagement through disease area strategy and patient pathway transformation
- Inside Sales Team
- Oversee a national team responsible for ownership of a defined customer segment
- Ensure accountability across the full commercial lifecycle including contracting, implementation, and retention
- Drive assay growth through menu expansion in partnership with Marketing
- Enhance customer experience through coordinated support across regions and functions
- Who You Are
- Bachelor’s degree required
- Proven leadership experience with the ability to influence across complex, matrixed organizations
- Strong strategic thinking with demonstrated ability to translate strategy into execution
- Excellent communication skills with the ability to align and influence senior stakeholders
- High level of executive presence and business acumen
- Preferred Qualifications
- Previous capital sales experience required
- Core Lab diagnostics experience preferred
- Cross-franchise or enterprise-level experience preferred
- This is a field-based position, based in Indiana. Regular campus presence will be required.
About Roche
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. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws. If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants .