Viatris is a global healthcare company uniquely positioned to bridge the traditional divide between generics and brands, combining the best of both to more holistically address healthcare needs globally. With a mission to empower people worldwide to live healthier at every stage of life, we provide access at scale, currently supplying high-quality medicines to approximately 1 billion patients around the world annually and touching all of life's moments, from birth to the end of life, acute conditions to chronic diseases.
We have been included on number of award lists that demonstrate the impact we are making.
The Key Account Manager WHL (Traditional Trade) is responsible for developing and executing commercial strategies to drive sales growth, profitability, and market share within the traditional trade channel (wholesalers, distributors, regional pharmacy chains, independent retailers). This role focuses on building strong relationships with key customers, ensuring effective execution at point of sale, and leading joint business planning initiatives.
Key responsibilities for this role include:
Strategic Customer Collaboration
Accountable for VIATRIS ~30% sell in - Sell out results
Responsible for the revenue target achievement in main WHL accounts
Manage Sell in - Sell Out Strategy of Reg, SSS & Indp Channel (26% Sell in).
Develop and implement strategic account plans aligned with overall business objectives.
Manage and grow relationships with key customers within the traditional trade channel ( With focus on WHL)
Achieve sales targets, volume, revenue, and profitability goals for 2 Main Accounts
Lead negotiations on pricing, promotions, trade terms, and commercial agreements.
Coordinate with distributors and wholesalers to ensure optimal product availability and coverage.
Monitor and analyze sales performance, market trends, and competitor activity.
Ensure excellence in execution with indirect customers , product availability , right dispersion and price execution
Develop and implement joint business plans (JBPs) with key accounts.
Identify new business opportunities and expansion areas within the channel.
Manage budgets, trade spend, and return on investment (ROI).
Demand & Forecast Leadership
Consolidate, challenge, and validate customer forecasts based on sell-out trends, seasonality, pipeline health, and commercial plans.
Ensure accurate promotional forecasting and post-event performance reviews.
Provide scenario analysis and risk assessments to support decision-making.
Lead a KAE team of 4 people to ensure Sell Thru – Sell in management trough WHL
Cross-Functional Leadership
Collaborate cross-functionally with Marketing, Supply Chain, Finance, and Sell Out performance teams.
Identify structural gaps between sell-in and sell-out and lead corrective action plans.
Ensure communication and strategical link across Business unit strategies and traditional channel execution
Ensure fulfillment of indirect PHCH customers demand (23% Sell In) with stretch communication with commercial peers.
Continuous Improvement & Governance
Lead performance and development of KAE team
Implement best practices across traditional channel (Indirect customers)
Drive automation and data-driven decision-making.
The basic qualifications for this role are:
Bachelor’s degree in Business Administration, Marketing, or related field.
5–8+ years of experience in Sales, preferably Pharma industry
Proven experience managing traditional trade channels (distributors, wholesalers).
Strong negotiation and relationship management skills.
Analytical mindset with experience in sales data analysis and forecasting.
Experience in managing trade investments and budgets.
Advanced English ideal.
Key Competencies
Strategic Thinking
Results-Oriented
Negotiation & Influencing Skills
Customer Focus
Financial Acumen
Execution Excellence
Cross-functional Collaboration
Sales volume and revenue growth
Inventory management
Market share within traditional trade
Distribution and coverage metrics
Trade spend efficiency (ROI)
Customer satisfaction and retention
At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.
Viatris is an Equal Opportunity Employer.
Based on 5,188 disclosed Sales salaries on RoleSuite, the role pays a median of $118K/year, with most offers between $81K and $170K (10th–90th percentile: $65K–$235K).
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