Key skills
Sales
About this role
Role Overview
- Gather and interpret sell‑in and sell‑out sales data and margin information;
- Monitor performance by region, sales channel and category;
- Track trends in the pharmaceutical market (e.g., entry of generics, similar products and brand medicines);
- Collaborate with the category management and marketing teams to define sales targets by product, channel and territory;
- Analyze the feasibility of promotional campaigns and initiatives with suppliers;
- Identify opportunities to improve margin and increase sales;
- Analyze reports and dashboards with relevant KPIs: sales volume, market share, product growth, campaign adherence, etc.;
- Present periodic results with a focus on critical analysis and actionable recommendations;
- Work with planning and logistics teams to ensure adequate channel supply based on demand forecasts;
- Participate in meetings to align commercial expectations;
- Analyze sales performance by product, region and channel using market data sources such as IQVIA and internal reports;
- Track and update commercial indicators, including sell‑in and sell‑out sales volume;
- Evaluate Targets vs. Actuals;
- Monitor margin;
- Monitor market share;
- Monitor promotional adherence;
- Maintain management reports and dashboards with relevant KPIs;
- Support the sales team and suppliers with strategic information for negotiations and goal tracking;
- Contribute to the development of commercial strategies and promotional campaigns in partnership with marketing and trade marketing;
- Collaborate on sales forecasts to support production and logistics planning, ensuring appropriate supply levels;
- Perform product portfolio analysis and recommend actions such as promotional reinforcement, product launches, reformulations or discontinuations;
- Monitor pharmaceutical market trends to identify opportunities or risks for the business;
- Work cross‑functionally with marketing, supply chain and regulatory teams to align commercial activities with company strategy;
- Ensure commercial activities comply with regulatory standards and compliance requirements, especially in interactions with healthcare professionals.