National Commercial Manager

PL13 (FCRS = PL013) Sandoz Poland Sp. z o.o.; Warszawa; Hybrid; PLN 240,000 - 446,000; Full time

Benefits offered by this job

Lunch card worth 450 zł per month

Laptop

Medical care

Life Insurance

Retirement plan

Multisport or Kultura + card

Additional 2 days off

Language learning platform

Company car

Employee share program

Job summary

Sandoz Poland Sp. z o.o. is seeking a National Commercial Manager to lead a KAM team, craft a cross-customer strategy, and drive Joint Business Plans.

This role focuses on revenue growth, budget efficiency, and cross-functional alignment across sales, marketing, and supply chain in Poland. The position emphasizes strategic leadership, data-driven pricing and promotions, and hybrid work in Warsaw. 40-hour weeks and monthly pay are standard, with substantial bonus potential and company-wide

Qualifications

• Minimum 8 years in sales including Key Account Manager roles.
• Minimum 3 years in a managerial position.
• Experience in pharmaceutical industry.
• Experience with Joint Business Plans (JBP) with key clients.
• Experience with Revenue Growth Management (RGM) mechanisms.

Responsibilities

• Lead a team of Key Account Managers (≥7 people) and coach them to high performance.
• Create and implement a cross-customer commercial strategy across channels.
• Deliver sales and financial results (over 230 million USD ExF annually).
• Develop RGM strategies including pricing, promotions and assortment.
• Collaborate with sales, marketing, finance, trade marketing, supply chain.

Skills

Leadership

Team Management

Strategic thinking

Negotiation

Cross-functional collaboration

Data analysis

English communication

Education

Higher education in economics/management/marketing/commerce

Tools

IQVIA

PEX

ROI

CRM systems

Job description

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.

Join us!

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 acumen, and market understanding.

Additional Assets

• 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.

Compensation Structure & Criteria

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

Variable compensation:

• Annual performance-based bonus: 18%
• Company car
• Employee share program

Additional benefits include:

• 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

Why Sandoz?

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!

Sandoz Skills Desired

Our Purpose here at Sandoz is pioneering access for patients. As the global leader in 'off-patent' high quality medicines, we are able to make medicine more affordable and accessible. Our broad global portfolio comprises of approximately 1,300 quality biosimilar and generic medicines, enabling us to provide more than 900 million patient treatments across 100+ countries per year, and while we are proud of this achievement...