Sales Commercial Manager - CAMCAR Region

About the role

AstraZeneca is seeking a Sales Commercial Manager to join its Commercial team in the CAMCAR region. The role defines and executes the commercial strategy with key distributors and pharmacy chains while leading a team of Sales Commercial Key Account Managers (SCKAMs). It strengthens long-term partnerships, governs Joint Business Plans, drives commercial excellence and promotes digital innovation across multiple markets.

Key responsibilities

• Lead, coach and develop a team of SCKAMs, fostering collaboration, accountability and continuous learning.
• Drive the execution of Annual Strategic Plans with distributors and pharmacy chains, setting clear objectives and measurable outcomes.
• Ensure governance and follow-up of Joint Business Plans, commercial agreements and strategic customer commitments.
• Build and maintain long-term strategic partnerships with distributors, pharmacy chains and key commercial customers.
• Collaborate with Business Units, Institutional Key Account Managers, Market Access, Supply Chain, Finance, Medical and other stakeholders.
• Lead business review meetings with partners and identify new commercial partnerships and opportunities.
• Anticipate regulatory, supply or market challenges and monitor demand forecasts, inventory levels and product availability.
• Partner with Supply Chain and Finance on demand planning, commercial investments, Gross-to-Net performance and profitability.
• Promote sharing of commercial best practices across CAMCAR markets and ensure compliance with AstraZeneca policies, local regulations and ethical standards.
• Champion digital tools such as Microsoft Copilot, AZChatGPT and Power BI, and promote a culture of innovation and customer centricity.

Required profile

• Bachelor's degree in Business Administration, Marketing, Economics, Life Sciences or a related field.
• Proven experience leading commercial teams and managing strategic customer relationships in the pharmaceutical or healthcare industry.
• Experience managing distributors, pharmacy chains or strategic commercial accounts in regional or multi-country environments.
• Demonstrated experience in commercial negotiations, partnership governance and Joint Business Plan execution.
• Advanced spoken and written English; availability to travel across the CAMCAR region.
• Strong understanding of commercial and market dynamics across Central America and the Caribbean.

Required skills

• Commercial acumen and strong analytical and strategic thinking.
• Negotiation, influencing and stakeholder management.
• Planning, prioritization and execution of multiple strategic initiatives.
• Digital mindset with experience using collaborative platforms, AI-enabled solutions and business intelligence tools (Microsoft Teams, Copilot, AZChatGPT, Power BI, PowerPoint).