National Commercial Manager

Sandoz International GmbH; Warszawa; Hybrid; PLN 947,000 - 1,325,000; Full time

Job summary

Sandoz Warsaw seeks a senior sales leader to manage a KAM team and drive cross-channel commercial strategies in the Polish market.

You will shape revenue growth, pricing and promotions, and joint business plans with key clients, while working in a hybrid setup that combines office and field activities.

Qualifications

• Minimum 8 years of sales experience, including leading a Key Account Manager team.
• At least 3 years in a managerial role leading a KAM team.
• Proven track record in executing commercial strategies and achieving sales targets.
• Experience in the pharmaceutical industry and with RGM mechanisms such as pricing and promotions.
• Experience in creating and executing Joint Business Plans with key clients.
• Strong analytical skills and familiarity with market data systems.

Responsibilities

• Lead a team of Key Account Managers (≥7 people) including coaching and development.
• Develop and implement a cross-customer commercial strategy.
• Deliver sales and financial results and manage budgets.
• Develop RGM strategies including pricing, promotions, and assortment.
• Collaborate with sales, marketing, finance, and supply chain teams.

Skills

Leadership

Strategic thinking

Negotiation

Team management

Cross-functional collaboration

Data-driven

Education

Higher education in economics/management/marketing or related

Tools

PEX

ROI

IQVIA

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).

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 isdeterminedby 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 ourrangeplacement. Annual salary reviews consider performance outcomes, market alignment, and business needs.

Job location

Job location:Warsaw, Poland - office/ territory - Poland

Work mode

Work mode:hybrid

Variable compensation

• Annualperformance-basedbonus:18%
• Company car
• Employee share program;

Additional benefits

• Lunch card worth 450złper month
• Medical care
• Multisport orKultura+ card (co-financed by the employee)
• Additional 2 days off
• Language learning platform

Pay frequency

Pay frequency: monthly

Expected weekly working hours

Expected weekly working hours: 40h

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, wehave 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!