Head of Trade & Wholesale Sales

Sandoz International GmbH; Warszawa; On-site; PLN 297,000 - 552,000; Full time

Benefits offered by this job

Lunch card

Medical care

Multisport card

Kultura+ card

Additional 2 days off

Job summary

Sandoz Warsaw office is seeking a senior sales leader to drive growth across both Business Units with a focus on high-value opportunities and disciplined execution. The role combines strategic planning with hands-on field leadership to ensure alignment between priorities and in-market activity.

You will translate BU strategies into actionable sales plans, optimise the sales organisation, and drive joint business plans with customers while maintaining strong governance and compliance standards.

Qualifications

• Significant leadership experience in sales and commercial roles within the pharmaceutical or healthcare sector; FMCG experience may also be relevant.
• Proven track record of delivering strong sales growth and leading high-performing field organisations.
• Strong understanding of trade marketing, sales activation and channel execution.
• Strong commercial judgement combined with execution discipline.
• Strong people leadership and sales force effectiveness capability.
• Excellent stakeholder management and influencing skills.
• Strong analytical and performance management capability.
• High ethical standards and strong commitment to compliance.

Responsibilities

• Own overall Trade KAs and Wholesales sales performance across the company and both Business Units against agreed sales targets and priorities.
• Drive sustainable growth through strong execution, disciplined performance management and clear focus on high-value opportunities.
• Translate company and Business Units priorities into actionable sales plans and measurable results.
• Convert Business Unit strategies into effective sales objectives, field priorities and execution plans.
• Ensure strong alignment between strategic priorities and in-market sales execution.
• Translate brand and channel priorities into effective trade marketing and sales activation plans.
• Drive consistent execution excellence for both Business Units while adapting to customer and market dynamics.
• Lead, develop and optimise the sales organisation to maximise performance across both Business Units.
• Ensure effective sales force structure, deployment, territory focus and resource allocation.
• Strengthen capabilities, ways of working and performance standards across the trade field organisation.
• Establish robust performance drivers, monitoring mechanisms and incentive frameworks.
• Drive excellence in customer engagement and field execution to maximise brand performance and business growth.
• Ensure effective implementation of Joint Business Plans, account priorities and commercial initiatives.
• Lead trade marketing execution to strengthen channel impact, promotional effectiveness and in-market visibility.
• Monitor market feedback and field insights to support faster and more effective decision-making.
• Partner closely with Business Unit Heads, Finance, People&Organization and Supply to ensure aligned execution of business priorities.
• Ensure sales readiness and strong field adoption for launches, campaigns and key strategic initiatives for both Business Units.
• Act as the key bridge between Business Unit direction and field execution.
• Ensure the sales organization is fully prepared to execute product launches and key growth initiatives.
• Drive field readiness, launch uptake and disciplined tracking of sales execution.
• Support lifecycle performance of existing brands through focused sales excellence and execution discipline.
• Build and lead a high-performing sales organization with a strong ownership mindset and performance culture.
• Set clear objectives, actively manage performance and develop talent and succession strength across the sales function.
• Create clarity, energy and accountability across the organization through visible leadership.
• Ensure full compliance with all applicable policies, regulations and standards, including P4.
• Promote a culture of integrity, accountability and ethical behavior across the sales organization.

Skills

Leadership experience

Commercial judgment

Trade marketing

Sales activation

Channel execution

People leadership

Stakeholder management

Analytical capability

Compliance awareness

Job description

Sandoz Warsaw office is seeking a senior sales leader to drive growth across both Business Units with a focus on high-value opportunities and disciplined execution. The role combines strategic planning with hands-on field leadership to ensure alignment between priorities and in-market activity.

You will translate BU strategies into actionable sales plans, optimise the sales organisation, and drive joint business plans with customers while maintaining strong governance and compliance standards.