Job Description

The Position

The Head of Retails/KAM is the single owner of commercial performance across all Retails/KAM channels (including pharmacy chains, independent pharmacies, wholesalers, distributors, B2B customers, and other strategic trade partners), leading a team of Trade Marketing, Key Account Managers, Regional Managers, MRs, vendor partners, and functional teams to develop and implement integrated commercial and trade marketing strategies that drive sustainable business growth, market expansion, customer engagement, and execution excellence across channels.

This role holds end-to-end ownership of sales strategy, target-setting, commercial planning, trade marketing planning, channel activation, and budget management across all commercial channels. The role is responsible for ensuring alignment between commercial objectives and trade marketing investments, optimizing resource allocation, customer engagement, channel development, and return on investment across the commercial ecosystem.

Responsibilities

Provide strategic direction, prioritize and mobilize resources:

• Own the sales strategy, targets, forecasting, commercial plans, trade marketing strategy, and budgets across all commercial channels, including Pharmacy Chains, Independent Pharmacies, Wholesalers, and B2B Accounts.
• Involve in and support vendor and AP Cluster strategy development.
• Work with vendor to ensure sales and trade marketing action plans are aligned with Organon's corporate direction, address customer needs, improve patient care, and are consistent with Organon's ethical standards.
• Work with vendor to influence KPIs and target setting linked to Organon objectives.
• Prioritize and mobilize resources across commercial and trade marketing initiatives, collaborate with AP PM, CFT teams, vendor CFT and sales teams, and solve business challenges to support achievement of business objectives.
• Develop strategic partnerships and lead commercial engagements with key customers across all commercial channels to drive sustainable business growth and joint business planning opportunities.
• Lead the development and execution of channel-specific trade marketing programs, customer activation initiatives, visibility strategies, and promotional investments to maximize channel performance and portfolio growth.
• Track execution, sales performance, trade marketing effectiveness, and competitive activities to provide feedback, identify opportunities, and ensure sales force excellence and implementation effectiveness by vendor and internal teams.
• Drive commercial excellence through performance management, capability building, sales force effectiveness, trade marketing effectiveness, and continuous process improvement initiatives.
• Work with Organon CFT, vendor, and customers to ensure customer engagement and HCP engagement activities are conducted in a compliant way with local regulations and Organon/vendor compliance standards.
• Maintain a strong understanding of healthcare market dynamics, customer needs, commercial channels, portfolio priorities, commercial strategies, and competitive landscape.
• Create an engaging collaboration environment to enable seamless alignment across Organon, vendor, and cross-functional departments, ensuring effective coordination between Commercial, Marketing, Medical, Finance, Supply Chain, and Trade Marketing activities.
• Support solving people issues with rented FF vendor HR and AP HR, including ensuring contingent worker onboarding and Workday requisitions/records are completed accurately and on schedule.
• Provide regular recognition and constructive feedback to the team to sustain engagement and performance.

Required Education, Experience and Skills

• Key requirements:
  • Bachelor's Degree in Business, Marketing, Pharmacy, Life Sciences, or related field.
  • More than 8 years of experience in pharmaceutical sales, commercial management, or marketing.
  • Deep understanding of Vietnam healthcare landscape, pharmaceutical channels, distributors, pharmacy chains, wholesalers, and customer ecosystem.
  • Proven track record as a National Sales Manager, Commercial Manager, Business Unit Manager, Key Account Director, or equivalent leadership role.
  • Proven track record of delivering sustainable sales growth and managing multiple commercial channels.
  • Strategic thinking and critical thinking; demonstrated ability to operate beyond tactical and executional sales leadership.
  • Strong business acumen and commercial mindset.
  • Strong analytic ability with experience translating insights into business actions.
  • Strong communication skills and ability to build collaborative relationships with internal and external stakeholders.
  • Experience managing P&L, commercial budgets, forecasting, and resource allocation.
• Skill/Leadership
  • Self-directed team leader, dynamic, innovative, and proactive with strong business sense.
  • Adaptive, demonstrates positive thinking, learning agility, and openness to change and innovation.
  • Ability to lead, coach, guide, and collaborate with others, including coaching high-performing individual contributors into effective people leaders.
  • Ability to build strong external relationships and provide superior customer service.
  • Agile, comfortable with uncertainty, change, and challenging the status quo.
  • Strong ability to influence and effectively work cross-functionally.
  • Strong negotiation and stakeholder management capabilities across customers, vendors, and internal functions.
  • Communicates market challenges, organizational priorities, commercial decisions, and sensitive topics transparently and diplomatically.
  • Demonstrates strategic leadership and ability to balance short-term business needs with long-term commercial growth opportunities.
  • Good command of English skills both in speaking and writing.

Secondary Job Description

Who We Are:

Organon delivers ingenious health solutions that enable people to live their best lives. We are a $6.5 billion global healthcare company focused on making a world of difference for women, their families and the communities they care for. We have an important portfolio and are growing it by investing in the unmet needs of Women’s Health, expanding access to leading biosimilars and touching lives with a diverse and trusted portfolio of health solutions.  Our Vision is clear: A better and healthier every day for every woman.

As an equal opportunity employer, we welcome applications from candidates with a diverse background. We are committed to creating an inclusive environment for all our applicants. 

Search Firm Representatives Please Read Carefully 
Organon LLC, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Annualized Salary Range

Annualized Salary Range (Global)

Annualized Salary Range (Canada)

Please Note: Pay ranges are specific to local market and therefore vary from country to country.

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements: Organon employees must be able to satisfy all applicable travel and credentialing requirements, including associated vaccination prerequisites

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Number of Openings: