Job Description Summary

Job Description

Role Purpose

Area Manager is responsible for defining, promoting, developing, and achieving the overall commercial strategy within the assigned territorial areas. They are tasked with leading, training, and developing a field team composed of Pharmacy Account Specialists who manage individual pharmacies by implementing the company’s overall strategy.

This role coordinates commercial negotiation activities, order collection, and the implementation of marketing campaigns, validating and shaping the ideal mix together with the team under their responsibility, ensuring full alignment with corporate strategies. This professional is expected to develop and oversee the implementation of territorial commercial plans with a deep understanding of customer needs, aiming to generate impact through greater penetration of generic medicines in their area of responsibility.

The Area Manager ensures continuous market growth by optimizing the contribution of their territory and fostering a culture of high performance, accountability, and customer orientation. This is a field-based role.

Your Key Responsibilities

Your responsibilities include, but not limited to:

• Lead, train, and develop a team of Pharmacy Account Specialists, supporting them in achieving company objectives with a particular focus on sales and the implementation of marketing campaigns.
• Conduct regular field coaching and joint calls to assess performance, develop skills, and provide constructive feedback.
• Set clear goals for each team member and monitor performance against KPIs and behavioral standards.
• Oversee the pharmacy order collection process, ensuring high standards of accuracy, alignment with promotional priorities, and compliance with internal and external regulations.
• Drive sell-out performance and monitor pharmacy stock levels, identifying corrective actions when necessary.
• Provide accurate commercial planning in terms of sales forecasts, in close collaboration with Finance and Supply Chain teams.
• Manage and strengthen relationships with pharmacies and key accounts, ensuring satisfaction and loyalty.
• Constantly promote a culture of ethics, transparency, and individual accountability within the team.
   

Commitment to Diversity & Inclusion:

We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

What you’ll bring to the role:
Essential Requirements:

• Degree in Economics, Life Sciences, or related disciplines.
• 5–8 years of experience in Sales or Area Management within the pharmaceutical or FMCG sector, with solid knowledge of pharmacy and wholesaler dynamics.
• Fluency in English and Italian (written and spoken).
• Proven experience in team management and successful execution of business plans with measurable results.
• Ability to analyze market data, identify growth opportunities, and respond swiftly to competitive changes.
• Knowledge of sell-in and sell-out mechanisms, stock-in-trade dynamics, and customer profitability.
• Strong negotiation skills and ability to deliver win–win solutions that strengthen long-term business relationships.
• Solid track record in field execution, ensuring consistent implementation of national and regional commercial plans.
• High capability to interpret sales performance, KPIs, and market trends to make quick, informed decisions.
• Proficiency in using data and dashboards to monitor performance and prioritize high-impact actions.
• Problem-solving mindset with a focus on solutions and continuous improvement.
• Excellent communication and presentation skills, able to inspire internal teams and customers.
• High level of integrity, accountability, and results orientation.

• Entrepreneurial mindset and proactive attitude toward challenges.
• Customer-oriented approach, energy, and passion for market excellence.
• Strong command of Microsoft Office (Excel, PowerPoint, Outlook).

You’ll receive:

• Customized development paths and free access to our on-demand training catalogs
• Job rotation projects that will give you the opportunity to collaborate with global teams
• Corporate Welfare Plan
• Recognition Program to highlight your impact for the organization 
• Hybrid Work Model based on flexibility and trust

Why Sandoz?

Generic and Biosimilar medicines are the backbone of the global medicines industry. Sandoz, a leader in this sector, provided more than 900 million patient treatments across 100+ countries in 2024 and while we are proud of this achievement, we have an ambition to do more!

With investments in new development capabilities, production sites, new acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients gain access to low-cost, high-quality medicines, sustainably.

Our momentum is powered by an open, collaborative culture driven by our talented and ambitious colleagues, who, in return for applying their skills experience an agile and collegiate environment with impactful, flexible-hybrid careers, where diversity is welcomed and where personal growth is supported! 

Join us!

#Sandoz

Skills Desired