Commercial Director

Objective:

Within the CAMCAR Cluster, we offer an exciting and ambitious career opportunity for the role of Commercial Director. This position is responsible for leading and executing commercial strategies across the CAMCAR countries, driving the achievement of sales objectives through strategy definition, effective coordination of sales, marketing, and distributor management activities.

Beyond delivering strong commercial results, the role plays a critical leadership function in fostering a high-performance culture and contributing to the ambition of creating a best place to work. The Commercial Director drives sustainable growth, optimizes commercial performance, ensures full compliance with corporate policies, and strengthens relationships with key internal and external stakeholders across the region.

The role partners closely with regional and global teams to align local execution with AstraZeneca’s strategic priorities, always promoting ethical conduct, a patient-centric mindset, and an inclusive, engaging work environment where teams can thrive.

Role Requirements:

• University degree in Business Administration, Economics, Finances, Health Sciences or a related discipline.

• Master’s degree or advanced business qualification.

• Bilingual: English and Spanish required.

• Minimum of 5 years’ experience in a similar leadership role within the pharmaceutical industry.

• Proven experience in Sales and Marketing.

• Strong understanding of pharmaceutical markets and distributor-based commercial models, Retail and Public market.

• High adaptability to change, enterprise mindset and strong business-management skills.

• Strong leadership presence with experience managing, coaching and developing commercial and cross-functional teams.

• Demonstrated analytical capability with a long-term strategic mindset.

• Excellent organizational, communication and relationship-building skills.

• Ability to work with commercial KPIs and reporting tools.

• Strong digital competencies (Teams, Copilot, ChatGPT, PowerPoint, Power BI).

Key Accountabilities & Responsibilities:

1. Commercial, Trade & Revenue Strategy.

• Define and execute the cluster commercial strategy to achieve short- and long-term revenue and profitability objectives.

• Delivery sales targets across CAMCAR countries in line with cluster objectives.

• Lead strategy execution, including pricing, tenders, distributor margins, discounts and promotional investments.

• Authorize tender pricing, free-of-charge (FOC) orders, credit limits and distributor commissions.

• Ensure effective inventory management at distributor level to maximize sell-out and minimize obsolescence.

• Drive effective product launches to ensure rapid uptake and strong commercial performance.

• Drive a high impact commercial team effectiveness agenda supported by strong performance governance and data driven decision-making.

• Identify commercial risks and opportunities early in the year and define mitigation or acceleration plans.

2. Financial Planning & Performance Management

• Co-Lead the annual budgeting process, including a 5-year financial and revenue projection.

• Monitor and control country-level expenses to ensure compliance with approved budgets.

• Approve country expenses in line with financial governance and performance priorities.

• Ensure profitability targets are met through disciplined cost management and revenue optimization.

• Monitor financial performance and provide regular updates to Regional Office.

3. Distributor & Market Management

• Select, appoint and manage distributors, including contract implementation and ongoing performance monitoring.

• Build and maintain strong, compliant and performance-driven distributor relationships.

• Monitor distributor inventory, credit exposure and commercial execution.

• Approve new distributors and manage contractual and commercial terms.

• Ensure markets provide accurate and timely reports and market intelligence.

4. Go-To-Market Execution.

• Align commercial initiatives to marketing strategies and company copriorities

• Ensure optimal deployment of resources to support commercial priorities.

• Oversee the execution of product launches in a professional, compliant and effective manner.

5. People Leadership & Capability Development.

• Build and develop the best commercial team.

• Drive performance management through clear objectives, structured reviews and timely feedback.

• Coordinate coaching and training initiatives to address market capability gaps.

• Lead team culture and engagement, implementing actions to build a great place to work.

• Ensure all employees clearly understand their roles, responsibilities and performance expectations.

6. Compliance, Risk & Governance

• Ensure enterprise-wide compliance with company policies, Corporate Code of Conduct, Global SHE standards, mandatory training requirements, and all applicable local laws and regulations.

• Provide strategic oversight of healthcare compliance, ensuring all interactions with customers adhere to GPEI guidelines, local regulations, and evolving regulatory requirements.

• Lead the identification, assessment, and continuous monitoring of business and compliance risks.

• Define, execute, and govern risk mitigation strategies, adapting action plans to environmental or business changes and regularly reporting progress and key risks to the Compliance Committee.

Why Join AstraZeneca

We are a global, science-led, patient-focused pharmaceutical company committed to excellence in the research, development and commercialization of prescription medicine.

At AstraZeneca, we are committed to being a Great Place to Work, where leaders are empowered to drive impact, inspire teams and deliver meaningful results for patients. We foster an inclusive and collaborative culture that values diversity, ethical leadership and continuous development.

Join us to shape the commercial future of the CAMCAR region, strengthen healthcare impact, and grow your career in an organization where your leadership truly makes a difference.

Date Posted

27-ene-2026

Closing Date

05-feb-2026

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.

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 authorisation and employment eligibility verification requirements.