Head Of Commercial, Sales & Medical

BIOCODEX; Ciudad de México; Presencial; USD 100,000 - 150,000; Jornada completa

Descripción de la vacante

A leading pharmaceutical company in Mexico is seeking a Head of Commercial Operations to lead their commercial strategies and field force. The ideal candidate will have over 10 years of experience in commercial leadership roles, a strong background in GTN and P&L management, and fluency in both Spanish and English. The role is crucial for driving growth and optimizing performance across channels and accounts.

Formación

• Minimum 10 years of progressive experience in commercial leadership roles.
• Proven success in GTN and P&L ownership.
• High-level negotiations experience with pharmacy chains and wholesalers.

Responsabilidades

• Define and deploy the national commercial strategy.
• Lead negotiations and joint business plans with pharmacy chains.
• Own the full commercial P&L and trade investment plan.

Conocimientos

Inspirational leadership

Strategic thinking

Negotiation

Analytical skills

Financial acumen

Customer-centric execution

Educación

Bachelor’s degree in Business, Engineering, Marketing, or related field

MBA

Herramientas

Power BI

Excel

Descripción del empleo

Head of Commercial Operations – Biocodex México
Reports to: General Manager, Mexico

Role Purpose

Lead the entire commercial engine of Biocodex México, encompassing medical field force, national key account structure, and trade marketing. Your mission is to translate medical demand into profitable, high-velocity retail sell-out. You will shape the local go-to-market strategy, optimize Gross-to-Net performance, and accelerate brand execution across institutional and retail channels.

Key Responsibilities

Strategic Commercial Leadership

• Define and deploy the national commercial strategy aligned with Biocodex's growth ambition and strategic priorities.
• Translate corporate vision into actionable go-to-market plans across channels and customer segments.
• Drive omnichannel commercial models, pricing architecture, and market development strategies.

Sales Force Excellence

• Coach and empower District Managers to lead performance-driven teams.
• Ensure field force discipline in coverage, frequency, and consultative sales technique.
• Define and evolve territory deployment models in collaboration with BI (Business Intelligence).
• Track success via execution KPIs, sales engagement, adoption of sales methodology, and field retention.

Key Account & Channel Management

• Lead negotiations and joint business plans with pharmacy chains, wholesalers, and institutional accounts.
• Optimize commercial agreements, product visibility, sell-out acceleration, and Gross-to-Net discipline.
• Guarantee best-in-class service levels, pricing integrity, and minimal returns.

Financial Stewardship & GTN Optimization

• Own the full commercial P&L and trade investment plan.
• Partner with Finance to align client terms, promotional spending, and budget tracking.
• Ensure that the commercial investment is strategically allocated and delivers measurable, incremental growth aligned with business objectives and profitability targets.

Strategic Planning & Business Growth

• Shape the mid- and long-term roadmap with Marketing, Business Intelligence, and Finance.
• Co-lead product launches, new channel strategies, and cross-functional initiatives.
• Represent Mexico in regional/global forums, translating local insights into global action.

Profile & Core Competencies

Experience & Track Record

• Minimum 10 years of progressive experience in commercial leadership roles (Rx, OTC, or FMCG), including 10 years managing national field forces and key account/trade teams.
• Proven success in GTN and P&L ownership, high-level negotiations with pharmacy chains and wholesalers, and salesforce transformation.

Education

• Bachelor’s degree in Business, Engineering, Marketing, or related field. MBA is a plus.

Core Competencies

• Inspirational leadership & talent development
• Strategic thinking & execution discipline
• High-impact negotiation & stakeholder management
• Strong analytical & financial acumen (GTN, Power BI, Excel)
• Digital commerce mindset & shopper-centric execution
• High accountability for results

Languages

• Spanish: Native
• English: Fluent (Business Level)

BIOCODEX Mexico

Take up the challenge and send your application!