Head Key Account Management and Wholesale; d​/f​/m

Workplace:
Rotkreuz, Switzerland until 31 December 2027;
Basel, Switzerland as of 01 January 2028.

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!

The Head Key Account Management & Wholesale leads a strategically critical commercial business area within Sandoz Switzerland. As a member of the BU Retail Leadership Team, this role drives sustainable growth, strategic customer partnerships, market leadership and enterprise-wide value creation across key accounts, pharmacy chains, physicians and wholesale channels. The successful candidate will shape the future of Sandoz Retail in Switzerland by combining strong commercial strategy, disciplined financial leadership, customer impact, people development and execution excellence within a complex matrix organization.

• Define and execute the long-term growth strategy for Key Account Management & Wholesale, ensuring sustainable competitive advantage and market leadership in Switzerland.
• Shape clear strategic priorities across pharmacy, physician, institutional and wholesale channels, aligned with the BU Retail strategy and enterprise objectives.
• Design and implement strategies that promote profitable long-term business development across all commercial retail channels and wholesale.
• Monitor market dynamics, regulatory developments, competitive moves, customer consolidation, partnership opportunities and emerging business models, and translate them into actionable business plans.
• Strengthen strategic relationships with key customers and institutional accounts to secure a favourable and sustainable position for Sandoz.
• Lead complex, high-value negotiations with clear accountability for business impact, governance, compliance and execution quality.
• Identify and execute growth and collaboration opportunities that accelerate market leadership and strengthen existing partnerships.

• Hold comprehensive P&L accountability for key accounts across pharmacy, physician and wholesale channels.
• Deliver and grow topline sales in sell-out across primary care.
• Deliver and grow sell-in across the wholesale channel.
• Responsibly manage and allocate large commercial CVP budget, ensuring disciplined resource allocation and strong return on commercial investments.
• Drive the right balance between growth, profitability, customer value creation, and investment effectiveness.
• Lead forecasting, scenario planning, and risk-adjusted decision making to improve business resilience and execution discipline.
• Set ambitious goals and translate them into clear priorities, measurable outcomes, and timely execution across teams and stakeholders.

• Build and expand strategic partnerships with Switzerland's most important pharmacy, wholesale and healthcare organizations.
• Advance Sandoz's position with institutional accounts through strong customer insight, value-based solutions, and disciplined account planning.
• Represent Sandoz with credibility, commercial judgement, and executive presence in senior customer interactions.
• Anticipate customer needs, market shifts and channel developments, and convert insights into concrete business opportunities
• Ensure strong alignment between customer strategy, portfolio priorities, supply requirements, and commercial investments.

• Identify commercial, financial, supply chain, regulatory and reputational risks early and implement clear mitigation plans.
• Anticipate market disruptions, competitive threats, customer consolidation trends and potential business continuity issues.
• Drive supply resilience and business continuity for critical customer partnerships in close collaboration with relevant functions.
• Assess financial risks, contractual exposure and investment trade-offs with a clear view on short-term delivery and long-term value creation.
• Evaluate strategic growth…