Sales Commercial Manager

AstraZeneca · San José

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Are you passionate about building strategic commercial partnerships and leading high-performing teams to accelerate business growth?

Do you enjoy developing innovative commercial strategies, leveraging data-driven insights, and collaborating across multiple markets to deliver sustainable business results? Are you motivated by leading teams, strengthening strategic customer relationships, and driving commercial excellence through innovation and digital transformation? If so… this opportunity is for you!

At AstraZeneca, we are seeking a Sales Commercial Manager to join our Commercial team in the CAMCAR Region. This leadership role is responsible for defining and executing the commercial strategy with our key distributors and pharmacy chains while leading a high-performing team of Sales Commercial Key Account Managers (SCKAMs).

As a strategic commercial leader, you will play a critical role in strengthening long-term partnerships, ensuring governance of Joint Business Plans, driving commercial excellence, and accelerating sustainable business growth across multiple markets. You will also champion digital innovation, leverage commercial insights to support data-driven decisions, and foster regional collaboration to maximize business opportunities across CAMCAR.

Main Responsibilities

• Lead, coach, and develop a high-performing team of Sales Commercial Key Account Managers (SCKAMs), fostering a culture of collaboration, accountability, continuous learning, and high performance.

• Drive the execution of Annual Strategic Plans with key distributors and pharmacy chains, establishing clear objectives, measurable outcomes, and long-term value creation.

• Ensure effective governance and follow-up of Joint Business Plans, commercial agreements, and strategic customer commitments, driving accountability, execution excellence, and sustainable partnership performance.

• Build, strengthen, and maintain long-term strategic partnerships with distributors, pharmacy chains, and key commercial customers, positioning AstraZeneca as a preferred business partner across the region.

• Collaborate closely with cross-functional teams—including Business Units, Institutional Key Account Managers, Market Access, Key Account Representatives, Supply Chain, Finance, Medical, and other key stakeholders—to ensure alignment and flawless execution of commercial priorities.

• Lead business review meetings with strategic commercial partners, leveraging customer, market, and commercial insights to identify growth opportunities, optimize partnership performance, and support data-driven decision-making.

• Identify, evaluate, and develop new commercial partnerships and business opportunities that contribute to portfolio expansion and long-term business growth.

• Anticipate and proactively manage regulatory, supply, or market challenges that could impact commercial objectives, ensuring business continuity and customer satisfaction.

• Monitor demand forecasts, inventory levels, and product availability across commercial partners to ensure successful product launches, demand fulfillment, and supply optimization.

• Partner with Supply Chain and Finance teams to ensure demand planning accurately reflects market dynamics, regulatory changes, product launches, access evolution, and commercial initiatives.

• Collaborate with Finance to optimize commercial investments, Gross-to-Net performance, profitability, and financial compliance across distributors and commercial partners.

• Drive regional alignment by promoting the sharing of commercial best practices, successful customer strategies, and operational learnings across CAMCAR markets to accelerate execution excellence and maximize business opportunities.

• Ensure all commercial agreements, promotional initiatives, and customer interactions comply with AstraZeneca policies, local regulations, and the highest ethical standards.

• Champion the adoption of digital tools, AI-enabled solutions, and innovative ways of working—including Microsoft Copilot, AZChatGPT, Power BI, and other digital platforms—to enhance customer engagement, team effectiveness, commercial execution, and decision-making.

• Promote a culture of innovation, customer centricity, continuous improvement, and commercial excellence across the organization.

Role Requirements

• Bachelor's degree in Business Administration, Marketing, Economics, Life Sciences, or a related field.

• Proven experience leading commercial teams and managing strategic customer relationships within the pharmaceutical or healthcare industry.

• Strong commercial acumen with demonstrated experience developing, implementing, and executing strategic business plans.

• Proven ability to lead high-performing teams, develop talent, coach future leaders, and drive organizational performance.

• Experience managing distributors, pharmacy chains, or strategic commercial accounts within regional or multi-country environments.

• Strong analytical and strategic thinking skills with the ability to transform customer, commercial, and market insights into actionable business strategies.

• Demonstrated experience managing commercial negotiations, partnership governance, and execution of Joint Business Plans.

• Excellent communication, negotiation, influencing, and stakeholder management skills.

• Ability to work effectively in a dynamic, fast-paced, highly collaborative, cross-functional, and matrix organization.

• Strong organizational, planning, prioritization, and execution skills with the ability to manage multiple strategic initiatives simultaneously.

• High levels of integrity, resilience, adaptability, customer orientation, and business ownership.

• Advanced English proficiency (spoken and written).

• Availability to travel across the CAMCAR region according to business needs.

• Strong understanding of commercial and market dynamics across Central America and the Caribbean.

• Strong digital mindset with experience leveraging collaborative platforms, AI-enabled solutions, and business intelligence tools (Microsoft Teams, Copilot, AZChatGPT, Power BI, and PowerPoint) to enhance commercial decision-making and execution excellence.

Why AstraZeneca?

At AstraZeneca, we are driven by our commitment to transforming patient outcomes through science, innovation, and collaboration. We empower our people to lead with purpose, think entrepreneurially, embrace digital transformation, and build meaningful partnerships that create lasting value for patients and healthcare systems.

As Sales Commercial Manager, you will have the opportunity to shape the commercial strategy across the CAMCAR region, lead exceptional talent, strengthen strategic partnerships, and influence the future of our commercial organization while working alongside passionate professionals committed to excellence.

If you are looking for a regional leadership opportunity where you can combine strategic thinking, commercial excellence, innovation, and people leadership to make a meaningful impact, we invite you to join AstraZeneca and help us transform the future of healthcare.

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Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.

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