Commercial Manager

The Position

The Commercial Manager is responsible for driving sustainable growth and access in the retail channel through strategic partnerships, robust commercial processes, and value-driven execution. The role integrates leadership in commercial administrative management, retail strategy, pricing, e‑commerce, and execution excellence, ensuring competitive portfolio positioning and financial and commercial performance.

The role supervises a Commercial Analyst and works cross‑functionally with Therapeutic Areas, Product Managers, Finance, the region, and external partners, acting as a strategic business partner to align access, marketing, and commercial execution, contributing to measurable and sustainable business results.

Tasks and responsibilities 

• Ensure proper end‑to‑end execution of commercial processes, from planning through implementation, leading continuous improvement and automation initiatives.
• Generate and deliver timely analyses and insights on sales, Gross‑to‑Net (GTN), inventory levels, and pricing, translating them into concrete action plans by channel and Therapeutic Area.
• Lead the retail strategy and market shaping efforts, deepening understanding of the market, competitive dynamics, and regulatory environment.
• Identify and develop opportunities to build long‑term strategic relationships with strategic retail channel customers.
• Design and implement innovative commercial models that improve access, affordability, and patient impact.
• Drive e‑commerce, omnichannel, and trade marketing initiatives, with a particular focus on launch products, ensuring alignment with brand strategies.
• Lead the definition and execution of pricing strategies for mature brands and support special access programs. Negotiate commercial agreements, ensuring profitability and long‑term sustainability.
• Actively participate in business planning, forecasting, patient funnel management, and performance review processes, consolidating the role as a commercial reference within the organization.

Requirements

Required:

• University degree in Business Administration or related fields.
• Minimum of three years of experience in similar roles managing strategic relationships with retail clients / pharmacy chains.
• Strong commercial acumen with proven ability to manage retail channels, pricing, and Gross‑to‑Net in a regulated prescription pharma environment.
• Demonstrated capability to lead and improve end‑to‑end commercial processes, with focus on efficiency, accuracy, and continuous improvement.
• Solid analytical skills to translate sales, pricing, inventory, and performance data into clear insights and actionable business decisions.
• Proven experience building and managing strategic relationships with retail customers and internal cross‑functional stakeholders.
• Capability to lead, coach, and develop at least one direct report, fostering accountability and performance.
• Experience driving e‑commerce, omnichannel, and trade marketing initiatives aligned with brand strategy and compliant execution.

Desirable

• Postgraduate studies (MBA or Master’s degree).
• Previous experience in the pharmaceutical industry.
• Advanced level of English.