At VIATRISTM, 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 is how the KAM WHL Lead role will make an impact:
The senior KAM WHL Lead 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 adecuado.
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. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, gender expression, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

📌 Kam Whl Lead (Xico)
🏢 Viatris
📍 Xico