Job Description Summary
Sandoz is going through an exciting and transformative period as a global leader and pioneering provider of sustainable Biosimilar and Generic medicines. By creating a new and ambitious path, it will provide a unique opportunity for us all, both professionally and personally.
As a National Commercial Manager you will Lead a team of Key Account Managers, create and implement a cross-customer commercial strategy, monitor and execute Joint Business Plans (JBP) with key clients. NCM will have a huge impact on revenue growth and budget efficiency management, so your role will be a key and strategic position for company's commercial performance in Poland.
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Job Description
Key Responsibilities:
Leadership and Team Management (KAM team)
Leading a team of Key Account Managers (≥7 people), including motivation, goal setting, and capability development (coaching, mentoring, training).
Building a culture of accountability, collaboration, and high performance.
Participating in key client meetings as a senior counterpart in negotiation processes (the role requires mobile work for 50% of the time).
Strategic Commercial Management
Creating and implementing a cross-customer commercial strategy based on market data, company objectives, and segment specifics.
Integrating commercial activities across various sales channels and business partners.
Participating in the creation of annual business plans and strategic decision-making.
Sales and Financial Target Delivery
Responsibility for delivering sales and financial results (over 230 million USD ExF annually).
Managing promotional and trade budgets, analyzing the profitability of partnerships.
Monitoring and executing Joint Business Plans (JBP) with key clients.
Revenue Growth Management (RGM)
Developing and implementing RGM strategies (pricing, promotions, assortment, sales channels).
Optimizing discount and promotion policies based on data (PEX, ROI, IQVIA).
Customer segmentation and developing tailored commercial offers based on market trends.
Budget and Efficiency Management
Planning, allocation, and control of promotional and trade budgets.
Maximizing cost-efficiency and analyzing return on investment.
Initiating activities that support revenue and profitability growth.
Cross-Functional Collaboration
Close cooperation with sales, marketing, finance, trade marketing, supply chain and planning teams.
Ensuring consistency between promotional activities and commercial objectives.
Digital Transformation and E-commerce Development
Creating and implementing digital strategy in the area of sales.
Developing e-commerce channels as part of the company’s overall commercial strategy.
Requirements:
Professional Experience and Skills
Minimum 8 years of experience in sales (including handling a role of a Key Account Manager)
Minimum 3 years in a managerial position (experience in managing a Key Account Managers team preferred).
Proven success in executing commercial strategies and achieving sales targets
Experience in pharmaceutical industry
Practical knowledge of Revenue Growth Management (RGM) mechanisms, including pricing strategies, discounting, and promotions.
Experience in creating and executing Joint Business Plans (JBP) with key clients.
Familiarity with analytical tools and working with data (PEX, ROI, IQVIA, or other market data systems).
Strategic and Leadership Skills
Strong strategic thinking with the ability to connect long-term vision with operational execution.
Mature leadership—ability to motivate, inspire, and develop teams and foster a culture of high accountability.
Ability to integrate commercial activities across multiple channels and business partners.
Interpersonal and Business Competencies
Strong communication and negotiation skills, including experience in Top-to-Top meetings.
Ability to collaborate effectively across departments and build relationships with internal and external stakeholders.
Results-driven mindset, P&L ownership, strong business…