Commercial Head LatAm

Job Description Summary

Responsible for commercial operations, oversight of all sales and marketing activities, P&L management and resource allocation within the territory for the entire Sandoz Business (both direct and through third party distributors).
Maximize sales and market share performance within agreed expense budgets, execution of commercial plans (including launches) and growth initiatives across the territory.

Job Description

Sandoz continues to go through an exciting and transformative period as a global leader and pioneering provider of sustainable Biosimilar and Generic medicines. As we continue down this new and ambitious path, unique opportunities will present themselves, both professionally and personally.

Join us, the future is ours to shape!

Commercial (Sandoz Direct and Third Parties)

• Co-develop / drive / execute Region International commercial strategy, growth plan and go-to-market models according to market/customer requirements, medical needs; as well as building the capabilities needed
• Make or recommend strategic choices, e.g. allocating resources, setting portfolio priorities
• Input to regional portfolio / BD priorities
• Deliver sales, profit and organisational objectives through effective leadership and management of the regional and local teams
• Manage TFC budgets and ensure optimal resource allocation across countries / products
• Define pricing and market access strategies and work x-functionally with Med. Affairs
• Oversee the effective implementation of the regional marketing plan in relation to key marketing programmes critical to the success of the product
• Set performance management objectives for the Country BU Heads and third-party distributors (together with “Hub countries”) based on marketing, sales and medical plans and assessment of individual performance vs. objectives
• Manage the distributor markets (together with “hub countries”) with regional commercial responsibility for the operational business relationship.
• Work with “hub countries” / country or cluster heads to ensure operational excellence and help solving problems
• Define pipeline strategy in 3rd party distributor markets, discuss new assets with the partners, negotiate and ensure strong launches
• To actively liaise with Key Opinion Leaders and to shape the environment for Biosimilars and Specialty products with key decision makers and stakeholders
• To provide effective leadership to local teams; to build, to develop and to retain strong teams and top talents
• Work with Commercial Excellence to enhance capabilities within the territory and leverage best practices.

Job Dimensions

 

 

 

Number of Associates:

No direct reports

 

Indirect Leadership with BU Heads and third-party distributor markets and collaboration with country / cluster heads

 

Financial responsibility

LatAm Sales, including Distributor Markets

Impact on the organisation

 

High / driver of regional sales, strategic, financial and organisation goals; critical role with high impact on Region International business

Broad and complex portfolio (Standard Generics, Branded / Specialty Generics, Biosimilars)

Multiple go-to-market models and channels (Share of Voice, Tender business, KAM model)

           

 

Ideal Background

(State the minimum and desirable education and experience level)

 

Education:

Master’s degree or equivalent in education and experience.

Languages:     

English + Spanish

Experience and Skills:

• Broad experience (>10 years) in either marketing and sales (M&S) leadership positions (e.g., country M&S, regional M&S) or in portfolio/BD/alliance management, within the generics industry
• Successful track record of achieving high impact in complex setups (e.g., leading complex projects, P&L responsibility)
• Strong leadership skills
• Strong conceptual and communication skills
• Good understanding of regional and local dynamics, including regulatory and market environments
• Good understanding of market access, product launch and product commercialization processes
• International experience

 

Why Sandoz?

Generic and biosimilar medicines are the backbone of the global pharmaceutical industry. Sandoz, a leader in this sector, provided more than 900 million treatments to patients in over 100 countries in 2024. Through investments in new development capabilities, production facilities, acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients access high-quality, affordable medicines in a sustainable way. Our open and collaborative culture is powered by talented and ambitious colleagues in an agile and collegial environment with impactful, flexible, and hybrid careers—where diversity is welcomed and personal growth is supported.

Commitment To Diversity And Inclusion

We are committed to creating an exceptional and inclusive work environment and diverse teams that represent the patients and communities we serve.

Skills Desired

Agility, Agility, Asset Management, Business Development, Business Strategy, Commercial Excellence, Cross-Functional Collaboration, Customer Orientation, Digital Marketing, Go-To-Market Strategy, Healthcare Sector Understanding, Influencing Skills, Inspirational Leadership, Key Account Management, Market Access, Marketing Strategy, Market Share, Market Trend, Negotiation Skills, People Management, Priority Disease Areas Expertise, Product Launches, Product Lifecycle Management (PLM), Profit and Loss (P&L), Sales {+ 4 more}