Head Retail Commercial na Sandoz do Brasil

Job Description Summary 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.

Job Description S enior leader responsible for defining and executing the commercial strategy for retail channels, ensuring revenue growth, strong customer partnerships, and excellence in execution , while also m aintaining 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 i ncludes 5 direct reports (and over 80 associates in total) :    1 National Retail Sales Manager (Sell-In - KAMs )   2 Regional Retail Sales Managers (Sell-O ut - 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 e nsure 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. Stron