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

Job Description Summary

The CAC & DM Head is the accountable General Manager for Central America and Caribbean and the portfolio of markets operated through distributors, with end-to-end ownership of business performance, P&L outcomes, organisational health and long-term value creation. This leader sets the ambition, translates strategy into a feasible and disciplined plan, and ensures rigorous execution across both direct and partner-led business models. The role requires equal strength in strategic judgement and operational depth: the ability to identify the few choices that will unlock growth, while going into the detail of market, portfolio, partner and financial performance to challenge assumptions, resolve gaps and improve outcomes.

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