National Commercial Manager
Sandoz Polska
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Benefits offered by this job
Job summary
Sandoz Polska in Warsaw, Poland, seeks an experienced sales leader to drive a high-performing KAM team and deliver revenue growth across channels. You will shape commercial strategy, manage budgets, and work closely with marketing, finance, and supply chain to align plans with business goals.
The role requires strong leadership, strategic thinking, and a track record in pharmaceutical sales and JBP execution.
Qualifications
- Minimum 8 years in sales with Key Account Manager exposure.
- At least 3 years in a managerial role leading a KAM team.
- Proven track record in executing commercial strategies and achieving targets.
- Experience in pharmaceutical sector advantageous.
- Familiarity with RGM, pricing, discounts and promotions.
- Experience creating Joint Business Plans with key clients.
Responsibilities
- Lead a KAM team and drive accountability, collaboration, and performance.
- Shape cross-channel commercial strategy aligned with objectives.
- Deliver on sales and financial targets and manage budgets.
- Oversee Joint Business Plans with major clients and monitor ROI.
- Develop RGM strategies including pricing, promotions, and assortment.
- Coordinate with sales, marketing, finance, and supply chain teams.
- Drive digital transformation and development of e-commerce channels.
Skills
Education
Job description
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).
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).
- 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.
- 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.
- 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.
- 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.
- Close cooperation with sales, marketing, finance, trade marketing, supply chain and planning teams.
- Ensuring consistency between promotional activities and commercial objectives.
- Creating and implementing digital strategy in the area of sales.
- Developing e-commerce channels as part of the company’s overall commercial strategy.
- 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).
- 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.
- 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 acumen, and market understanding.
- Experience in sales digitalization projects and/or e-commerce channel development.
- Familiarity with trade marketing tools and processes and developing tailored commercial offers.
- Higher education (preferred fields: economics, management, marketing, commerce, or related).
- Good command of English enabling effective business communication.
Sandoz compensation is determined by job level, qualifications, niche skills, experience, and location within company salary ranges. Fully proficient and highly effective employees can expect a starting salary around market median, with those new to the level or with less functional depth at the lower end of the range and those with sustained superior or niche skills towards the higher end of the range. Internal equity and external market data inform our range placement. Annual salary reviews consider performance outcomes, market alignment, and business needs.
Job location: Warsaw, Poland - office/ territory - Poland
Work mode: hybrid
Pay range (monthly salary): gross/zł 21 534 - 39 983
- Annual performance-based bonus: 18%
- Company car
- Employee share program;
- Lunch card worth 450 zł per month
- Laptop
- Medical care
- Life Insurance
- Retirement plan
- Multisport or Kultura + card (co-financed by the employee)
- Additional 2 days off
- Language learning platform
Pay frequency: monthly
Expected weekly working hours: 40h
Contract type: Fixed-term contract
Generic and Biosimilar medicines are the backbone of the global medicines industry. Sandoz, a leader in this sector, provided more than 900 million patient treatments across 100+ countries in 2024 and while we are proud of this achievement, we have an ambition to do more!
With investments in new development capabilities, production sites, new acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients gain access to low-cost, high-quality medicines, sustainably.
Our momentum is powered by an open, collaborative culture driven by our talented and ambitious colleagues, who, in return for applying their skills experience an agile and collegiate environment with impactful, flexible-hybrid careers, where diversity is welcomed and where personal growth is supported!
Join us!
Join our Sandoz Network: If this role is not suitable to your experience or career goals but you wish to stay connected to hear more about Sandoz and our career opportunities, join the Network here: https://www.sandoz.pl/kariera/
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