National Commercial Manager
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What you'll do
- 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).
- 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.
- 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.
- 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.
What they're looking for
- 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).
- 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.
- 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.
Nice to have
- 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).
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Job Description Summary
Sandoz is going through an exciting and transformative period as a global leader and pioneering provider of sustainable Biosimilar and Generic medicines. By creating a new and ambitious path, it will provide a unique opportunity for us all, both professionally and personally.As a National Commercial Manager you will Lead a team of Key Account Managers, create and implement a cross-customer commercial strategy, monitor and execute Joint Business Plans (JBP) with key clients. NCM will have a huge impact on revenue growth and budget efficiency management, so your role will be a key and strategic position for company's commercial performance in Poland.
Join us!
Job Description
Key Responsibilities:
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 is determined by 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 our range placement. Annual salary reviews consider performance outcomes, market alignment, and business needs.
Job location: Warsaw, Poland - office/ territory - Poland
Work mode: hybrid
Pay range (monthly salary): gross/zł 21 534 - 39 983
Variable compensation:
-Annual performance-based bonus: 18%
-Company car
-Employee share program;
Additional benefits include:
• Lunch card worth 450 zł per month
• Laptop
• Medical care
• Life Insurance
• Retirement plan
• Multisport or Kultura + card (co-financed by the employee)
• Additional 2 days off
• Language learning platform
Pay frequency: monthly
Expected weekly working hours: 40h
Contract type: Fixed-term contract
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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, we have 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!
Join us!
Join our Sandoz Network: If this role is not suitable to your experience or career goals but you wish to stay connected to hear more about Sandoz and our career opportunities, join the Network here: https://www.sandoz.pl/kariera/
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