Distribution Markets Head (Managerial Level)

Job Description Summary

Execute the CAC & Distribution Markets strategy by leading strategic distributor and key account relationships across Argentina, Colombia, Paraguay, Peru and Uruguay. The role converts strategic priorities into disciplined joint business plans, commercially sound agreements and consistent partner execution that deliver sustainable growth, through effective account management and cross-functional alignment; improving market access and protect long-term value for Sandoz.

The Distribution Markets Head is the operational and commercial bridge between Sandoz and its partners. The position requires strong commercial judgement, sharp negotiation and relationship leadership, and sufficient financial fluency to understand value drivers, challenge assumptions and recommend actions. Full P&L ownership and overall market strategy remain with the CAC & Distribution Markets Head.

Job Description

Sandoz continues to go through an exciting and transformative period as a global leader and pioneering provider of sustainable Biosimilar and Generic medicines. As we continue down this new and ambitious path, unique opportunities will present themselves, both professionally and personally.

Join us, the future is ours to shape!

1. Execute market and partner strategy

Translate the CAC & Distribution Markets Head’s strategic choices into clear account and distributor plans for each assigned market.

Segment and prioritise opportunities based on market potential, customer needs, portfolio fit, partner capability, commercial attractiveness and risk.

Build and maintain an opportunity pipeline across portfolio expansion, launches, channels, access initiatives and new commercial models.

Make fact-based decisions with full autonomy and total independence within the role’s scope of accountability, including decisions on opportunities, risks, investment needs and trade-offs, while maintaining appropriate alignment with the CAC & Distribution Markets Head only on matters with broader strategic, financial, legal or compliance implications.

2. Lead distributor and strategic-account relationships

·       Build trusted relationships with distributor owners, senior leaders, commercial teams and key accounts, becoming a credible and solutions-oriented business partner.

·       Understand each partner’s business model, economics, capabilities, incentives and constraints, and use that insight to improve execution.

·       Establish disciplined governance, clear decision rights, performance expectations, service levels and escalation routes.

·       Balance partnership and constructive challenge, holding partners accountable without relying on direct organisational authority.

3. Drive joint business planning and commercial execution

·       Develop measurable joint business plans that connect portfolio priorities, launches, demand generation, access, supply, investments and financial outcomes.

·       Run structured business reviews using agreed KPIs, leading indicators and action trackers to identify gaps and accelerate decisions.

·       Challenge and support partners to strengthen forecasting, inventory discipline, launch readiness, channel execution, customer coverage and compliance.

·       Coordinate with Marketing, Medical, Supply, Regulatory, Finance, Legal, Compliance and other functions to remove execution barriers.

4. Apply commercial and financial discipline

·       Conduct a monthly business review covering sales, profitability, cash, forecast accuracy, inventory, key risks and agreed corrective actions.

·       Monitor performance against sales, profitability and cash-related expectations using appropriate business reports and partner data.

·       Analyse price, volume, mix, discounts, investments, inventory, forecast accuracy and other relevant drivers to explain performance and identify action.

·       Assess the commercial and economic logic of proposals and initiatives, recognising material risks and escalating decisions beyond the role’s authority.

·       Improve data quality and transparency so that decisions are timely, evidence-based and aligned with the Head’s strategy.

5. Negotiate sustainable value

·       Prepare and lead negotiations within delegated authority covering commercial terms, portfolio, launches, investments, service levels and performance commitments.

·       Understand value drivers and trade-offs, build robust negotiation scenarios and protect Sandoz priorities while seeking sustainable win-win outcomes.

·       Coordinate contract development, approval and implementation with Finance, Legal, Compliance and relevant stakeholders.

·       Monitor fulfilment of contractual obligations and address deviations promptly through agreed governance.

6. Strengthen market insight, access and portfolio execution

·       Maintain a strong external view of customer needs, competitive dynamics, policy developments, access barriers and partner capabilities.

·       Convert market and partner insight into actionable proposals for portfolio development, launches, customer engagement and access.

·       Support implementation of biosimilar access and switching priorities where relevant, in alignment with Medical, Regulatory and Compliance requirements.

·       Ensure customer events and engagement initiatives are purposeful, coordinated and compliant.

7. Protect ethics, quality and reputation

·       Ensure distributor and account activities follow Sandoz standards for ethics, compliance, governance, quality and third-party risk management.

·       Maintain appropriate oversight, documentation and escalation of risks, conflicts, deviations and contract issues.

·       Ensure adverse events, technical complaints and special cases are reported within required timelines, including the existing 24-hour requirement.

·       Support compliant distribution of marketing samples where applicable.

Key Success Measures

·       Delivery of sales and agreed profitability objectives for assigned markets and accounts.

·       Quality and execution of joint business plans, distributor governance and action follow-through.

·       Growth of priority accounts, portfolio opportunities and launches.

·       Successful negotiations that create measurable, sustainable value for Sandoz and partners.

·       Improved forecast accuracy, inventory and supply discipline, launch readiness and commercial execution.

·       Strength, trust and productivity of distributor and strategic-account relationships.

·       Timely identification and resolution of performance gaps, risks and contractual issues.

·       Consistent ethics, compliance, quality and third-party governance outcomes.

Key Responsibilities

·       Manage key accounts across Argentina, Colombia, Paraguay, Peru, and Uruguay, developing tailored account strategies.

·       Design and implement Key Account Management (KAM) plans aligned with customer and business objectives.

·       Prepare and negotiate contracts and lead strategic initiatives for assigned accounts.

·       Analyze market conditions, customer needs, and competitive dynamics to identify opportunities and risks.

·       Collaborate with Marketing and Medical teams to execute customer events and engagement initiatives.

·       Coordinate Supply, Regulatory, Medical, Legal, Compliance and other functions to support distribution goals.

·       Ensure timely reporting of adverse events, technical complaints, and special case scenarios within 24 hours.

·       Support compliant distribution of marketing samples when applicable.

Key Performance Indicators

·       Achievement of sales targets.

·       Strategic account development and growth.

·       Execution of commercial plans and account objectives.

·       Development of sustainable long-term partnerships.

Essential Requirements

·       Proven experience managing large strategic accounts.

·       Academic background in commercial, business or financial disciplines.

·       Strong commercial analysis capabilities and use of business management tools.

·       Advanced English, written and spoken.

·       Strong negotiation, persuasion and stakeholder management capabilities.

·       Results-oriented mindset with strategic and operational execution skills.

Desirable Requirements

·       Experience in pharmaceutical or healthcare industries.

·       Knowledge of regional LATAM regulations.

·       Experience in regional or multi-country commercial environments.

Why Sandoz?

Generic and biosimilar medicines are the backbone of the global pharmaceutical industry. Sandoz, a leader in this sector, provided more than 900 million treatments to patients in over 100 countries in 2024. Through investments in new development capabilities, production facilities, acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients access high-quality, affordable medicines in a sustainable way. Our open and collaborative culture is powered by talented and ambitious colleagues in an agile and collegial environment with impactful, flexible, and hybrid careers, where diversity is welcomed and personal growth is supported.

Commitment To Diversity And Inclusion

We are committed to creating an exceptional and inclusive work environment and diverse teams that represent the patients and communities we serve.

Skills Desired

Building Construction, Business Networking, Business Partners, Business Planning, Business Process Transformation, Business Strategy, Curiosity, Decision Tree (Forecasting Model), Diversity & Inclusion, Finance, Go-To-Market Strategy, Key Account Management, Leadership, Lean Six Sigma, Management Consulting, Scrum (Programming Methodology), Strategic Planning