KAM WHL Lead

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.
 

Every day, we rise to the challenge to make a difference and here’s how the KAM WHL Lead role will make an impact:

Position Purpose

The senior Key Account Manager WHL is accountable for defining and leading the commercial strategy and transformation of the traditional Trade Channel. The role drives sustainable revenue growth, strengthens organizational capabilities, influences enterprise- wide commercial decisions and leads cross-functional initiatives that improve channel profitability, customer performance and long-term business competitiveness.

Key Responsibilities

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.

• Lead the commercial transformation strategy for the traditional Trade channel to drive sustainable growth and long-term competitiveness.

• 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

• Identifies structural business challenges impacting channel performance and designs cross-functional solutions with Marketing, Finance, Supply Chain and Commercial Operations.

• Challenges existing commercial models and recommend transformational initiatives to improve customer performance and organizational effectiveness.

• Influences commercial decisions impacting national revenue growth channel profitability and long-term business priorities.

• Translate enterprise commercial priorities into channel strategies that deliver sustainable business results.

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.

• Development organizational capabilities across the traditional Trade Channel through coaching, and capability building.

• Coach KAE commercial team.

• Establish commercial governance performance standards and operating rhythms across the KAE organization.

• Lead organizational change initiatives to improve execution effectiveness and commercial performance.

Strategic Commercial Leadership

• Own the long-term commercial strategy for the Traditional Trade channel.

• Define the channel growth roadmap.

• Lead business transformation initiatives to recover commercial performance.

• Influence commercial priorities across Business Units.

• Identify structural opportunities to redesign customer engagement models.

• Recommend organizational and commercial capability improvements.

Financial Accountability

• Own channel profitability.

• Trade investment optimization.

• Customer profitability.

• Commercial ROI.

• Strategic investment decisions.

• Gross-to-Net optimization.

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.

• Acts as the commercial authority for the Traditional Trade channel, providing strategic guidance, coaching and decision support to cross-functional teams beyond direct reporting relationships.

• Integrates commercial, financial, supply chain and marketing priorities into a unified channel strategy that maximizes sustainable business performance.

• Balances customer needs, financial objectives and operational capabilities to optimize long-term business outcomes.

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.

Qualifications

• 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.

Leadership & Key Competencies

• Strategic Thinking.

• Results-Oriented.

• Negotiation & Influencing Skills.

• Customer Strategy.

• Financial Acumen.

• Commercial Excellence.

• Cross-functional Collaboration.

• Commercial Transformation Leadership.

• Enterprise Mindset.

• Business Acumen.

• Change Leadership.

• Executive Stakeholder Management.

• Decision Making.

• Innovation and Growth.

• Coaching KAE Talent.

• Stakeholder Management.

• Executive Influences.

• Executive Excellence.

KPIs

• Sales volume and revenue growth.

• Inventory management

• Market share within traditional trade.

• Distribution and coverage metrics.

• Trade spends 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.