Head Retail Commercial na Sandoz do Brasil

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.