Senior leader responsible for defining and executing the commercial strategy for retail channels, ensuring revenue growth, strong customer partnerships, and excellence in execution, while also maintaining and continuously strengthening a highly respected commercial area, known for its credibility, quality and execution excellence, always guided by integrity and the purpose of expanding access to healthcare in Brazil. 

Core Responsibilities:

1. Commercial Strategy & Growth 

• Define and lead the sell-in and sell-out strategy for retail channels 

• Develop trade marketing plans, pricing strategies, and promotional frameworks 

• Identify growth opportunities across customers, regions, and product portfolios 

2. Key Account & Partnership Management 

• Build and manage relationships with major retail chains and key accounts 

• Lead high-level negotiations (contracts, pricing, joint business plans) 

• Create strategic partnerships that go beyond transactional selling (e.g., data sharing, category growth initiatives). 

• Conduct strategic negotiations with the largest retail chains in Brazil, building partnership models that go beyond pricing, incorporating commercial intelligence and tailored solutions.  

3. Sales Performance & Execution 

• Own revenue targets, profitability, and P&L performance for retail 

• Ensure strong in-store execution, availability, and visibility 

• Monitor KPIs such as sell-out, market share, and ROI on trade investments. 

4. Team Leadership 

• Lead a team that includes 5 direct reports (and over 80 associates in total):  

• 1 National Retail Sales Manager (Sell-In - KAMs) 

• 2 Regional Retail Sales Managers (Sell-Out -regional sales teams) 

• 1 Tender Coordinator 

• 1 Customer Experience (CX) Manager 

• Drive high performance, accountability, and capability development. Manage a high-performing team responsible for over 70% of company revenue, prioritizing operational efficiency and excellence in execution.  

5. Cross-functional Alignment 

• Work closely with Specialty BU, supply chain, finance, Commercial Operations, Finance, Manufacturing Site Head, etc.) to ensure alignment and execution excellence, strengthening Sandoz’s presence in both retail and institutional channels. 

• Ensure alignment between commercial strategy and execution 

• Translate market needs into internal priorities (launches, supply, campaigns). 

• Work in close partnership with Compliance team to ensure appropriate compliance against company policies and procedures. 

6. Customer Experience & Value Creation 

• Oversee or influence customer experience strategy 

• Ensure the company delivers not just products, but solutions and differentiated value 

• Strengthen long-term relationships and customer loyalty. 

• Lead the Customer Experience (CX) area, ensuring a seamless and differentiated customer journey across channels, focused on improving satisfaction, loyalty, and service quality throughout the end-to-end interaction with clients. 

7. Market Intelligence & Innovation 

• Use data and insights to guide decisions (sell-out data, market trends, shopper behavior) 

• Anticipate competitive moves and adapt strategy 

• Develop innovative commercial models (e.g., partnerships, new channels, tender strategies) 

What will you bring to this position?

• Education: Complete higher education. Postgraduate will be a plus.
• English is very welcome; Portuguese is mandatory.
• Pharmaceutical / Healthcare Market Knowledge.
• Strong Leadership & People Development.
• Strong experience with: Commercial Strategy (Sell-in, Sell-out & Trade Marketing); Key Account Management & Retail Expertise; Advanced Negotiation (BIDs, Tenders, Partnerships); Customer Experience (CX) Management.