Sales Healthcare Account Manager

At VIATRIS™, we see healthcare not as it is but as it should be. We act courageously and are uniquely positioned to be a source of stability in a world of evolving healthcare needs.
Viatris empowers people worldwide to live healthier at every stage of life.

We do so via :

Access – Providing high quality trusted medicines regardless of geography or circumstance;
Leadership – Advancing sustainable operations and innovative solutions to improve patient health; and
Partnership – Leveraging our collective expertise to connect people to products and services.

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

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
• KPIs Sales volume and revenue growth
• Inventory management
• Market share within traditional trade
• Distribution and coverage metrics
• Trade spend efficiency (ROI)
• Customer satisfaction and retention