Key Accountabilities :Define and lead the overall distribution and distributor account strategy, ensuring full alignment with To‑Market objectives and cascading clear priorities, targets, and execution guidelines to Distribution and Distributor KAMs.Approve, govern, and monitor strategic account plans developed by KAMs, ensuring strong execution, financial discipline, and achievement of sales growth, coverage, and availability objectives.Own commercial governance and senior‑level negotiations with key wholesalers and distributors, including pricing frameworks, discount structures, payment terms, and strategic partnerships, in line with company policies.Drive overall sales performance, distribution availability, stock health, and collection efficiency across all managed accounts, proactively managing risks related to supply continuity, credit exposure, and expiries.Lead, coach, and develop Distribution and Distributor KAMs, setting clear performance expectations, reviewing KPIs, and strengthening commercial, negotiation, and account management capabilities.Act as the senior cross‑functional interface with Sales, Marketing, Medical Affairs, Supply Chain, Finance, and Legal to ensure seamless execution of distribution strategies, product launches, and joint initiatives.Provide regular performance reviews, market insights, and strategic recommendations to the To‑Market Head of Sales, supporting data‑driven decision‑making and continuous improvement of the distribution model.Hire, develop, coach, retain, and prepare succession plans to build a high-performing and motivated team.Academic, technical, and professional qualifications:Bachelor's degree in Pharmacy, Business, or a related science field.7+years of experience in the pharmaceutical industry, with significant experience in key account management, market access, or institutional sales.At least 3–5 years in distribution, wholesalers, or key account leadershipProven experience managing teams and complex trade negotiations.Skills (Basic/Intermediate/Advanced): Relationship Management: AdvancedStrategic Business Planning: Advanced Negotiation Skills: AdvancedFinancial Analysis: Intermediate Communication Skills: AdvancedCore Competencies:Result Orientation: AdvancedActive Change: AdvancedCustomer Engagement: AdvancedProactive Cooperation: AdvancedBusiness Acumen: AdvancedLeadership: AdvancedManagement Competencies:Managing People and Performance: AdvancedStrategic Orientation: AdvancedFunctional Competencies:Decision Making: AdvancedKnowledge & Selling Skills: Advanced