At VIATRIS, 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.

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.

Customer profitability

Commercial ROI

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.

Lead performance and development of KAE team

Implement best practices across traditional channel (Indirect customers)

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 idóneo.

Strategic Thinking

Results-Oriented

Customer Strategy

Cross-functional Collaboration

Business Acumen

Executive Stakeholder Management

Decision Making

Innovation and Growth

Coaching KAE Talent

Stakeholder Management

Executive Influences

KPIs

Sales volume and revenue growth

Inventory management

Market share within traditional trade

Distribution and coverage metrics

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.

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📌 KAM WHL (canal tradicional) Lead (Ciudad de México)
🏢 Viatris
📍 Ciudad de México