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; andPartnership – 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 ResponsibilitiesStrategic Customer CollaborationAccountable for VIATRIS ~30% sell in - Sell out resultsResponsible for the revenue target achievement in main WHL accountsManage 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 AccountsLead 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 executionDevelop 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 & ForecastIdentifies 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.LeadershipConsolidate, 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 buildingCoach KAE commercial teamEstablish commercial governance performance standards and operating rhythms across the KAE organization.Lead organizational change initiatives to improve execution effectiveness and commercial performance.Strategic Commercial LeadershipOwn 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 AccountabilityOwn channel profitabilityTrade investment optimizationCustomer profitabilityCommercial ROIStrategic investment decisionsGross-to-Net optimizationCross-Functional LeadershipCollaborate 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 executionEnsure 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 relationshipsIntegrates 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 & GovernanceLead performance and development of KAE teamImplement best practices across traditional channel (Indirect customers)Drive automation and data-driven decision-making.QualificationsBachelor's degree in Business Administration, Marketing, or related field.5–8+ years of experience in Sales, preferably Pharma industryProven 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 CompetenciesStrategic ThinkingResults-OrientedNegotiation & Influencing SkillsCustomer StrategyFinancial AcumenCommercial ExcellenceCross-functional CollaborationCommercial Transformation LeadershipEnterprise MindsetBusiness AcumenChange LeadershipExecutive Stakeholder ManagementDecision MakingInnovation and GrowthCoaching KAE TalentStakeholder ManagementExecutive InfluencesExecutive ExcellenceKPIsSales volume and revenue growthInventory managementMarket share within traditional tradeDistribution and coverage metricsTrade spends efficiency (ROI)Customer satisfaction and retentionAt 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 (Nezahualcóyotl)
🏢 Viatris
📍 Nezahualcóyotl