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.

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📌 Commercial Manager (Santiago)
🏢 Jobs2Web
📍 Santiago