Job Description

Join a multi‑award‑winning, leading biopharmaceutical company and be at the center of innovation in healthcare. We are looking for a National Pharmacy Sales Lead (Associate Director level) to drive our retail strategy and lead our Key Account Management (KAM) team to new heights.

If you want to:

• Join a multi‑award‑winning leading biopharmaceutical company

• Be at the center of innovation

• Make a tangible impact on patients and the healthcare ecosystem

Apply today!

Are you ready to lead and shape the future of retail key account management in a dynamic and innovative environment? In this role, you will have the opportunity to develop and implement strategic initiatives that drive sustainable growth and strengthen our partnerships with key stakeholders in the healthcare sector. If you are passionate about making a difference and have a proven track record of success, we want to hear from you.

Key Responsibilities:

• Develop and lead the national retail Key Account Management strategy, aligned with company objectives and commercial goals.

• Define clear goals, KPIs, and success metrics for the KAM team to drive sustainable growth.

• Contribute to commercial contract terms creation and manage the contracting process with selected key accounts, as applicable.

• Build and maintain senior‑level partnerships with decision‑makers and influencers across key retail customers.

• Guide the team in building long‑term, value‑based partnerships and solution‑oriented engagement with key accounts.

• Contribute to commercial policy documents and establish appropriate governance for commercial interactions and processes.

• Sponsor G2N (Gross‑to‑Net) models implementation and ensure alignment with key stakeholders on targets, process optimization, and trade activities.

• Oversee the creation and execution of account‑specific business plans and targets, including product positioning, pricing strategies, and tailored solutions.

• Ensure KAMs are equipped with the tools and insights needed to analyze account needs, pain points, and strategic priorities.

• Lead and mentor key account managers and collaborate with internal stakeholders to identify and seize business opportunities across retail and public channels.

• Actively participate in forecasting cycles, providing insights for both In‑Market and To‑Market financial and supply plans.

• Leverage internal and external data analytics to gain deep insights into account dynamics, market trends, and the competitive landscape.

• Facilitate business expansion initiatives, support new product launches, and develop comprehensive business cases.

• Collaborate with internal business leaders (regional, local, including senior management) and external stakeholders to ensure seamless execution at point of sale and to monitor market penetration strategies.

• Ensure all KAM activities are conducted in full alignment with the company’s compliance policies, industry regulations, and ethical standards.

• Promote a culture of integrity in all engagements with healthcare professionals and procurement bodies.

• Identify and develop talent within the KAM team, implementing development plans to enhance team capabilities.

Qualifications:

Required:

• University degree in business, economics, marketing or equivalent experience.

• Minimum 5 years of experience in the pharmaceutical industry, with a focus on sales, people management, and key account management.

• Proven people management experience (leading teams is a must).

• Retail pharmacy chain accounts experience in Poland is a must.

• Experience with retail wholesale accounts in Poland is an asset.

• Proven track record of success in previous commercial or KAM leadership roles.

• Strong leadership qualities with effective communication skills, analytical and critical thinking abilities.

• Demonstrated ability to align diverse stakeholders, resolve complex issues, and build robust partnerships with key customers.

• Proficiency in English and excellent command of MS Office programs and Power BI.

Preferred:

• Retail experience with vaccines.

• Solid understanding of business and financial principles, concepts, practices, and standards.

• Knowledge of risk management practices.

• Ability to make rapid and disciplined decisions in a complex environment.

What We Offer:

• Competitive compensation, with financial rates set based on regular market reviews.

• A strong commitment to equality, inclusion, and a supportive work environment.

• High‑standard work tools and infrastructure to support your success.

• Excellent development opportunities, including learning, coaching, and career progression in a global organization.

Required Skills:

Accountability, Accountability, Account Management, Adaptability, Business Case Development, Business Expansion, Contract Management, Customer-Focused, Customer Needs Assessments, Data Analysis, Distributor Management, Economic Forecasting, Ethical Standards, Financial Acumen, Healthcare Reimbursement, Job Descriptions, Management Process, Market Analysis, Market Penetration, Market Trends, People Management, Pharmaceutical Industry, Pharmaceutical Management, Pricing Strategies, Product Management {+ 5 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

Domestic/International

VISA Sponsorship:

No

Travel Requirements:

50%

Flexible Work Arrangements:

Not Applicable

Shift:

Not Indicated

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

03/8/2026

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.