Central America and Caribbean (CAC) & Distribution Market (DM) Head

Job Description Summary

Job Description

Sandoz continues to go through an exciting and transformative period as a global leader and pioneering provider of sustainable Biosimilar and Generic medicines. As we continue down this new and ambitious path, unique opportunities will present themselves, both professionally and personally.

Join us, the future is ours to shape!

The role actively seeks new sources of growth and develops market-shaping opportunities by building strong, commercially productive distributor partnerships. The leader must understand what will enable each distributor to win, shape a differentiated and economically attractive portfolio proposition, and negotiate agreements that create sustainable value for both the distributor and Sandoz. Through visible and inspiring leadership, the role provides clarity and direction, raises performance standards, develops talent and strengthens a culture grounded in ethics, compliance, accountability and the Sandoz Way.

The role leads a multi-country operation spanning 2 legal entities and more than 25 markets, with accountability for business performance, organizational leadership, and execution across a complex ecosystem of over 150 associates, third-party providers, distributors, and strategic partners. The position holds direct responsibility for a, driving commercial growth, operational excellence, and long-term value creation across the region.

Key Responsibilities

1. Lead the business and own P&L outcomes 

• Act as the General Manager for CAC and Distribution Markets, with end-to-end accountability for revenue, profitability, cash discipline, market share and sustainable value creation. 

• Set clear financial and operational commitments across owned and distributor-led markets; establish robust performance rhythms and take decisive corrective action when results or leading indicators are off track. 

• Go beyond high-level reviews to understand underlying market and partner performance drivers, test assumptions, assess investment choices and improve execution at the level of detail required. 

• Balance short-term delivery with the capabilities, portfolio choices and partnerships required for long-term growth. 

2. Drive ambitious, sustainable growth 

• Define a bold but achievable growth agenda for CAC and Distribution Markets, with clear strategic choices, priorities, milestones, resources and accountabilities. 

• Continuously identify and pursue business opportunities across portfolio, launches, channels, customers, partnerships, access and commercial models. 

• Use external insight and curiosity to understand market dynamics, customer and patient needs, competitor moves, policy developments and distributor capabilities. 

• Create momentum behind the most valuable opportunities and remove barriers that slow execution or dilute impact. 

3. Build winning distributor partnerships 

• Segment and prioritise distributor markets based on strategic potential, commercial attractiveness, capability and risk. 

• Build trusted, senior-level relationships with distributor owners and leadership teams, while maintaining clear governance, performance expectations and mutual accountability. 

• Develop a compelling portfolio proposition for each priority market, connecting unmet need, market potential, distributor economics, Sandoz strategic priorities and execution capability. 

• Lead complex negotiations on portfolio, launches, commercial terms, investments, service levels and performance commitments to secure sustainable, balanced value for both parties. 

• Establish disciplined joint business planning and performance reviews, using data and insight to identify gaps, accelerate decisions and capture new opportunities. 

• Challenge and support distributors to strengthen commercial execution, forecasting, supply discipline, access, compliance and launch readiness. 

4. Translate strategy into disciplined execution 

• Turn ambition into a realistic, integrated and measurable business plan that connects strategy, portfolio, distributor execution, access, operations, people and financial outcomes. 

• Make deliberate trade-offs, focus resources on the highest-value opportunities and ensure internal teams and partners understand what matters most. 

• Build a fact-based performance culture, using relevant insights and indicators to anticipate risks, accelerate decisions and improve results. 

• Lead transformation and simplification efforts that strengthen agility, productivity, collaboration and competitiveness. 

5. Lead, inspire and develop the organisation 

• Provide a compelling direction and connect people to the purpose, priorities and outcomes of the business. 

• Build a high-performing leadership team with clear accountabilities, constructive challenge, strong collaboration and shared ownership of results. 

• Coach and develop leaders, strengthen succession and talent pipelines, and create meaningful opportunities for people to grow. 

• Set high standards while creating an environment where people feel trusted, empowered and accountable to deliver. 

• Lead change with clarity, empathy and consistency, sustaining engagement while moving the organisation forward. 

6. Shape the market and strengthen stakeholder impact 

• Represent Sandoz externally as a credible senior leader and build trusted relationships with customers, authorities, healthcare stakeholders, industry partners, distributor leadership and other relevant institutions. 

• Drive market access for biosimilars, with a strong focus on switching strategies and stakeholder education to support adoption and broaden patient access.
• Advance market access and business-shaping initiatives that expand access to high-quality medicines and support sustainable healthcare outcomes. 

• Navigate a complex stakeholder ecosystem and align regional, global, local and partner interests to mobilise expertise, influence decisions and deliver market priorities. 

• Identify emerging business opportunities through continuous dialogue with distributors and stakeholders, converting market insight into actionable portfolio and partnership choices. 

7. Strengthen culture, ethics and compliance 

• Role-model the Sandoz Way and actively shape a culture of performance, integrity, inclusion, collaboration, curiosity and accountability. 

• Ensure that all business decisions and distributor activities meet Sandoz standards for ethics, compliance, governance, quality and risk management. 

• Protect the company’s reputation through responsible decision-making, effective third-party oversight, speaking-up and consistent adherence to local regulations and Sandoz processes. 

Sandoz Way Leadership Behaviours

As a leader of others, the Country Head is expected to demonstrate the Sandoz Way through the following behaviours:

SANDOZ WAY PRINCIPLE

LEADING OTHERS: WHAT THIS MEANS FOR THE ROLE

Think Sandoz

Considers the impact of decisions beyond the immediate team, enables collaboration across boundaries, assumes positive intent and creates an environment where ethical decisions prioritise patients, society and the broader interests of Sandoz.

Act Smart and Simple

Determines which decisions require depth and rigour, takes ownership with integrity, delegates clear decision and execution accountability, challenges the status quo and enables fast execution once decisions are made.

Be Passionate About Performance

Sets ambitious priorities aligned with our purpose and strategy, drives relentless execution without compromising ethics or compliance, assesses performance objectively and strengthens results through continuous feedback and learning.

Grow Together

Creates an environment where people are challenged and encouraged to learn and grow, invites questions and concerns, promotes team members’ visibility and contributions, and supports the team through change with empathy.

Seek Clarity

Communicates transparently, honestly and frequently; gives and seeks timely feedback; clarifies expectations and the rationale behind decisions; connects the team’s work to our strategy and purpose; and openly shares learning from successes, mistakes and failures.

Success Measures

• Profitable revenue growth and delivery of P&L commitments across CAC and Distribution Markets
• Market share gains and successful conversion of priority growth opportunities
• Quality and execution of market strategies, joint business plans and distributor governance
• Strength and economic attractiveness of the portfolio offered in priority distributor markets
• Successful negotiations that create measurable and sustainable value for Sandoz and its partners
• Switching implementation for Biosimilars.
• Successful launches, portfolio advancement and market access outcomes
• Improved forecasting, supply, commercial execution and decision quality across distributor markets
• Develops a strong, accountable leadership culture where The Sandoz Way is visibly demonstrated and translated into measurable improvements in collaboration, engagement, and performance.
• Organisational effectiveness, employee engagement, talent development and succession strength
• Consistent ethics, compliance, quality, third-party governance and reputation outcomes

Minimum Requirements

• Cross-cultural leadership
• Experience in senior commercial leadership or a comparable end-to-end business role with P&L accountability.
• Demonstrated success across complex, multi-market environments, including distributor or strategic partnership models.
• Strong record of profitable growth, portfolio development, disciplined execution and organisational leadership.
• Advanced negotiation, stakeholder management and influencing capability at senior internal and external levels.
• Healthcare or pharmaceutical industry experience, with strong understanding of access, compliance, quality and third-party risk requirements.
• Proven ability to lead, inspire, and develop teams to deliver outstanding results. Strong track record of creating an engaged, accountable, and high-performing culture.

Critical Experience & Capabilities

CAPABILITY 

WHAT GREAT LOOKS LIKE 

Proven General Manager 

Strong record of leading an end-to-end business with full P&L accountability and delivering sustainable, profitable growth. 

Strategic and operational depth 

Able to set direction and also examine performance in detail, diagnose issues, challenge assumptions and improve execution. 

Growth and opportunity orientation 

Ambitious for the business, externally focused and persistent in finding and converting new sources of value across direct and distributor-led markets. 

Commercial and market acumen 

Deep understanding of customers, competition, access, portfolio, channels, market dynamics and distributor business models. 

Distributor and partnership leadership 

Able to assess partner capability, shape joint business plans, establish effective governance and raise execution standards without relying on direct organisational control. 

Negotiation skill 

Leads complex, high-value negotiations with discipline and judgement; understands value drivers and trade-offs, protects strategic priorities and creates sustainable win-win outcomes. 

Stakeholder management and influence 

Builds trusted senior relationships, reads stakeholder interests and decision dynamics, aligns diverse internal and external parties, and converts insight into business opportunities. 

Portfolio proposition development 

Connects market needs, distributor economics and Sandoz priorities to offer a portfolio that enables partner success and generates attractive, sustainable value for Sandoz. 

Disciplined execution 

Translates vision into a feasible plan, establishes clear priorities and follows through with pace, focus and accountability. 

Enterprise leadership 

Makes decisions for the broader organisation, navigates complexity and aligns local, regional and global stakeholders.  

People leadership 

Inspires confidence, provides clear direction, builds strong teams, develops others and creates a robust succession pipeline. 

Courage and integrity 

Takes principled decisions, addresses difficult issues directly and consistently role-models ethics, compliance and the Sandoz Way. 

Change leadership 

Leads transformation with clarity, resilience and a strong focus on organisational effectiveness and performance. 

Languages

Spanish

English

Why Sandoz?

Generic and biosimilar medicines are the backbone of the global pharmaceutical industry. Sandoz, a leader in this sector, provided more than 900 million treatments to patients in over 100 countries in 2024. Through investments in new development capabilities, production facilities, acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients access high-quality, affordable medicines in a sustainable way. Our open and collaborative culture is powered by talented and ambitious colleagues in an agile and collegial environment with impactful, flexible, and hybrid careers—where diversity is welcomed and personal growth is supported.

Commitment To Diversity And Inclusion

We are committed to creating an exceptional and inclusive work environment and diverse teams that represent the patients and communities we serve.

Skills Desired