Key Account Manager Wholesale Lead
About the job
- A bachelor's degree in Business Administration, Marketing, or a related field.
- Five to eight or more years of experience in Sales, preferably in the pharmaceutical industry.
- Proven experience managing traditional trade channels, including distributors and wholesalers.
- Strong negotiation and relationship management skills.
- An analytical mindset with experience in sales data analysis and forecasting.
- Experience managing trade investments and budgets.
- Define and lead the commercial strategy and transformation of the traditional Trade Channel to drive sustainable revenue growth, strengthen organizational capabilities, influence enterprise-wide commercial decisions, and improve channel profitability, customer performance, and long-term competitiveness.
- Own accountability for sell-in and sell-out results, revenue target achievement in main wholesale accounts, and the sell-in/sell-out strategy for the regulated, self-service, and independent channels.
- Develop and implement strategic account plans aligned with business objectives, and develop joint business plans with key accounts.
- Manage and grow relationships with key customers in the traditional trade channel, especially wholesale accounts; achieve sales, volume, revenue, and profitability goals for two main accounts.
- Lead negotiations on pricing, promotions, trade terms, and commercial agreements.
- Coordinate with distributors and wholesalers to ensure product availability and coverage; ensure execution with indirect customers, appropriate product dispersion, and price execution.
- Monitor and analyze sales performance, market trends, and competitor activity; identify new business opportunities and expansion areas within the channel.
- Manage budgets and trade spend, assess return on investment, optimize trade investments and customer profitability, make strategic investment decisions, and optimize gross-to-net performance.
- Identify structural business challenges affecting channel performance and design cross-functional solutions with Marketing, Finance, Supply Chain, and Commercial Operations.
- Challenge existing commercial models and recommend transformational initiatives to improve customer performance and organizational effectiveness.
- Influence commercial decisions and translate enterprise priorities into channel strategies that support national revenue growth, channel profitability, and long-term business priorities.
- Consolidate, challenge, and validate customer forecasts using sell-out trends, seasonality, pipeline health, and commercial plans.
- Ensure accurate promotional forecasting and conduct post-event performance reviews; provide scenario analysis and risk assessments to support decision-making.
- Develop organizational capabilities across the traditional Trade Channel through coaching and capability building; coach the KAE commercial team.
- Establish commercial governance, performance standards, and operating rhythms across the KAE organization; lead organizational change initiatives to improve execution and commercial performance.
- Own the long-term commercial strategy for the Traditional Trade channel, define its growth roadmap, and lead business transformation initiatives to recover commercial performance.
- Influence commercial priorities across Business Units, identify structural opportunities to redesign customer engagement models, and recommend organizational and commercial capability improvements.
- Collaborate with Marketing, Supply Chain, Finance, and Sell Out performance teams; identify gaps between sell-in and sell-out and lead corrective action plans.
- Ensure strategic communication and alignment between Business Unit strategies and traditional channel execution; ensure fulfillment of indirect PHCH customer demand through communication with commercial peers.
- Act as the commercial authority for the Traditional Trade channel by providing strategic guidance, coaching, and decision support to cross-functional teams beyond direct reporting relationships.
- Integrate commercial, financial, supply chain, and marketing priorities into a unified channel strategy; balance customer needs, financial objectives, and operational capabilities to optimize long-term business outcomes.
- Implement best practices across traditional-channel indirect customers and drive automation and data-driven decision-making.
- Deliver performance against KPIs including sales volume and revenue growth, inventory management, traditional-trade market share, distribution and coverage, trade-spend efficiency, and customer satisfaction and retention.
- Experience in the pharmaceutical industry is preferred.
- Advanced English is ideal.
About the company
Viatris provides access to medicines worldwide with a portfolio of branded drugs, generics, complex generics, and biosimilars across 165+ countries. Medicines are manufactured and distributed through its global supply chain and commercial network, serving cardiovascular, infectious diseases, immunology, and oncology. It leverages the legacy of Mylan and Upjohn to grow through both expanding its existing products and pursuing partnerships and acquisitions, driven by its broad portfolio and international reach. The goal is to improve patient health by expanding access to affordable medicines while pursuing sustainable operations and addressing public health challenges like non-communicable diseases.
Company Size
10,001+
Company Stage
IPO
Headquarters
Canonsburg, Pennsylvania
Founded
1961
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Simplify's Take
What believers are saying
- Second-quarter 2026 revenue rose 5% to $3.8 billion, and guidance increased.
- Debt fell after $900 million repayment, reducing gross leverage to 2.9x.
- Tyrvaya divestiture, Gwyn Lo, and meloxicam NDA support a higher-value portfolio shift.
What critics are saying
- Nashik fire and FDA Form 483 disruptions cut second-half 2026 revenue by $100-$150 million.
- Greater China procurement changes pressure hospital volumes, squeezing one of Viatris's fastest growth engines.
- Generic pricing MDL and ongoing patent fights in Japan keep legal overhangs persistent.
What makes Viatris unique
- Viatris pairs 165-country reach with complex generics, branded drugs, and biosimilars.
- Japan approved WAKIX on September 16, 2026, expanding first-in-class sleep medicine reach.
- FDA approved Gwyn Lo on July 29, 2026, adding a differentiated women’s health product.
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Benefits
Health Insurance
Life Insurance
401(k) Retirement Plan
401(k) Company Match
Wellness Program
Paid Holidays
Growth & Insights and Company News
6 month growth
18%1 year growth
18%2 year growth
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Viatris Inc., a global pharmaceutical company based in Canonsburg, Pennsylvania, has significantly outperformed the S&P 500. The stock surged 8.7% over the past three months, compared to the index's 4.7% gain. Year to date, shares climbed 37.5%, whilst the S&P 500 rose 12.6%. With a market cap of $10.4 billion, Viatris operates in 165+ countries and covers more than 10 major therapeutic areas. The company sells more than 80 billion doses annually across 1,400 approved molecules. On 16 September, shares jumped 2.2% after Japan approved WAKIX for treating excessive daytime sleepiness. The company's strong performance stems from improved business momentum, solid cash generation, and progress in its higher-value product portfolio.
Viatris has received approval from Japan's Ministry of Health, Labour and Welfare for WAKIX (pitolisant) to treat excessive daytime sleepiness associated with obstructive sleep apnea syndrome and narcolepsy. WAKIX is the first histamine H3 receptor antagonist/inverse agonist approved in Japan for these conditions. The treatment addresses excessive daytime sleepiness, a symptom affecting both conditions that can significantly impact daily functioning and quality of life. WAKIX is not classified as a controlled substance and has been designated an orphan drug in Japan for narcolepsy. The approval was supported by positive data from domestic Phase 3 clinical trials in Japan and international studies. WAKIX, discovered by Bioprojet and licensed to Viatris for Japan, has previously received approvals in more than 38 countries for narcolepsy.
Viatris reported strong Q2 2026 results, with total revenues of $3.8 billion, representing 3.5% operational growth year-over-year. The pharmaceutical company posted adjusted EBITDA of $1.2 billion and adjusted earnings per share of $0.69. CEO Scott Smith highlighted strong commercial performance across the company's global portfolio, particularly in Greater China where investments in established brands drove meaningful growth. North America also saw solid growth from complex generics and transdermal products. The company announced US regulatory approval for Gwyn Lo last week, with a launch planned for later this year. Fast-acting meloxicam continues through FDA review, with launch preparations underway. Based on the strong quarterly performance, Viatris raised its outlook for the remainder of 2026. The results exceeded company expectations and demonstrated continued improvement in operating leverage.
Viatris reported second-quarter revenue of $3.76 billion, up 4.9% year-on-year and beating analyst estimates of $3.68 billion. The medication company's non-GAAP earnings per share of $0.69 exceeded forecasts by 15%. CEO Scott Smith attributed the performance to strong commercial execution in Greater China, where investments in established brands and e-commerce drove double-digit growth. Demand for cardiovascular products and higher-margin generics in North America also contributed. The company raised its full-year adjusted EPS guidance to $2.52 at the midpoint, a 5% increase, whilst lifting revenue guidance slightly to $14.75 billion. However, operating margin fell to 0.2% from 6.5% in the prior-year quarter. Management noted supply chain disruptions and lower-margin products in emerging markets as headwinds, alongside manufacturing challenges and policy changes in China.