For our Client – an international pharmaceutical company with a broad RX and OTC portfolio – we are seeking an experienced professional for the role of Commercial Director, responsible for driving and executing the commercial and marketing strategy on the Polish market.
Commercial Director (Pharma)
Location: Warsaw
Scope of Responsibilities
1. Commercial strategy and business development
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Develop and implement an integrated sales and marketing strategy across pharmacy, wholesale and retail channels.
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Define sales and marketing objectives for key product categories (RX, OTC, dietary supplements, medical devices).
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Lead execution of the commercial plan, ensuring profitability and the effectiveness of trade and promotional investments.
2. Sales management (wholesale & pharmacy)
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Oversee the sales strategy for pharmaceutical wholesalers and national/regional pharmacy chains.
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Conduct commercial negotiations, create rebate policies, trade terms and incentive systems for key partners.
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Monitor sales performance and promotional activities across B2B and B2C channels.
3. Marketing and trade marketing management
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Lead the marketing team responsible for RX and OTC brand strategy, marketing budget planning and campaign execution.
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Cooperate with Medical, Regulatory and Business Excellence teams on product launches and promotional activities.
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Co-develop the company’s omnichannel communication approach (field force, digital, media).
4. Team leadership
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Manage the sales, marketing and trade marketing teams (a multi-functional structure).
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Support the development of mid-level managers: National Sales Managers, Field Force Manager, Marketing Manager.
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Foster a culture of collaboration, accountability and performance within the commercial division.
5. Strategic collaboration
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Report directly to the President / General Manager.
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Collaborate with HQ on portfolio planning, budgeting and long-term market development strategies.
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Represent the organization in relations with key business partners and industry stakeholders.
Competencies and Experience
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Minimum 10 years of experience in the pharmaceutical industry within sales and/or marketing (RX and/or OTC).
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Proven experience working with pharmaceutical wholesalers and pharmacy chains, including direct negotiation responsibility.
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Demonstrated success in managing large commercial teams and significant trade/marketing budgets.
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Strong understanding of the pharmaceutical and supplements market – including distribution, promotion and regulatory specifics.
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Fluency in English in a business environment.
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Strategic mindset, strong analytical capabilities, result-orientation and the ability to collaborate effectively with senior leadership.
The Client Offers
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Competitive fixed and bonus compensation package, aligned with the strategic impact of the role.
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Premium company car.
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Comprehensive benefits package (medical care, sports card, pension plan, training budget).
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Real influence on the company’s commercial strategy and market growth in Poland.