Job Properties
  • Job Type
    Full-time Position
  • Category
    Sales & Retail
  • Languages
  • Experience Required
  • Degree Required
    • Province
    • Date Posted
      December 24,2021
    • Entrusting Package
    • JSS
    • VISA
    • IMG_6430
    • Career Consultation

    Commercial Manager Retail & Wholesale

    More than 500 million patients are served by Sandoz globally every year. We aim to increase this to 1 billion patients. In the Netherlands, we serve 1.6 million patients every year: nearly 1 in 10 people in The Netherlands are helped by our medication. Do you want to contribute to this fantastic feat by joining our team in Commercial Manager Retail & Wholesale position?

    You will be responsible for achieving agreed sales targets (qualitative and quantitative) and growing market share for Sandoz Gx's total Retail market through leading and coaching the National Sales Manager-Retail.

    The central part of this role will be to promote, develop, and maintain effective professional external relationships with key accounts in the wholesale area and pharmacy chains in Sandoz's entire portfolio. Meeting the growing demands will be possible by having eyes on the cost-effectiveness of the company's promotion approaches for the medium and long term.

    Create detailed commercial- and account plans for all relevant stakeholders to manage these key accounts accordingly on short-mid and long terms. Continuously strive to optimize and (re)define the retail strategy in close collaboration with the Business Unit Head.

    Major Responsibilities
    Commercial- and key account plans
    • Responsible for the commercial and key account planning and the derived sales targets towards wholesalers, buying groups, and health insurers.
    • To meet or exceed sales targets (e.g., units, value, market share, etc.) as defined by the sales plan concerning stakeholders, wholesalers, pharmacies, and chains within agreed budgets and timescales and in compliance with applicable laws and regulations. Proactively make proposals for optimization.
    • (Re)define retail strategy in the future in close alignment with Business Unit Head Retail.
    • Supporting special projects (local & regional) within the area of discipline and expertise together with Business Unit Head, National Sales Manager Retail and Brand Manager Retail.

    Realized revenue and profit contribution
    • Precisely executing the sales strategy based on the commercial and key account plan.
    • Deliver Annual Sales performance for Retail BU following the target
    • Increase Sandoz retail compliance % for total Gx portfolio.
    • Monitor differentiated products, new launches, and attention products closely and take care of a speedy uptake of these products.

    Analyzing and accessing Decision-Making Units (DMU's) in the various market segments
    • Negotiation and conclusion of commercial deals/contracts.
    • Responsible for key accounts (wholesalers, buying groups, and health insurers)
    • Mapping of the DMUs at wholesalers and pharmacy chains, in close cooperation with the other commercial departments of Sandoz, and developing activities aimed at individual participants in these networks, following the Government regulations (CGR), as well as the internal Novartis/Sandoz guidelines, such as P3, Code of Conduct, Anti Bribery, Fair Competition, and other applicable policies and within the available budget for this purpose.

    Managed direct reports
    • To recruit, retain, motivate, coach, and develop associates according to their potential and developmental needs – working in conjunction and support from sales training, commercial excellence, and HR department.
    • To ensure effective communication, which reflects the sales team's leadership, focus, direction, and motivation.

    • Embrace and implement multi-channel strategy and tactics to strive for the best customer-centric approach and customer engagement.
    • Close collaboration with Business Unit head Retail.
    • Customer focus, result-driven, strong analytical skills, collaborator, people manager, networker, ownership

    Key performance indicators
    • Commercial- and key account plan
    • Sales and market share targets.
    • Grow Retail Gx compliance %

    Commitment to Diversity & Inclusion:

    Novartis is committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

    Minimum requirements

    What you bring
    • Higher professional education (Bachelor/Master)
    • Proven, successful selling track record in generic sales (wholesalers and buying groups)
    • 5+ years’ experience in field sales manager roles within a pharmaceutical company
    • Experience in professionally reaching out to decision-making units in responsibility.

    What we can offer
    • Plenty of development opportunities
    • An employee-based recognition tool to reward colleagues
    • Minimum of 27 holiday days and the option to buy additional days
    • Option of additional paternity and maternity leave to the state birth leave
    • Excellent bonus opportunities

    Why consider Sandoz?
    Sandoz is a global generics leader. People at Sandoz save and improve lives by developing, producing, and distributing high-quality, affordable pharmaceuticals. Based on a tradition of more than 100 years, over 12,600 employees have marketed patent-free and affordable pharmaceuticals in more than 120 countries worldwide. In addition to direct cost savings to patients, they contribute to the stability of healthcare systems worldwide and free up resources for new and innovative medicines.

    Sandoz makes far more than just traditional off-patent medicines. They stand out from the crowd thanks to our ability to develop and produce a wide range of difficult-to-make medicines, ranging from complex delivery systems for standard generics to modern biopharmaceutical medicines (biosimilars).
    If you have any questions regarding the recruitment process, please contact



    Business Unit




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    Novartis SDZ NL

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    Job Type

    Full Time

    Employment Type


    Shift Work


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