Retail Channel Manager – Private Pharmacy & B2B

About the role

The Retail Channel Manager will design and lead the integrated strategy for private pharmacy and B2B channels in Colombia, turning them into sustainable growth platforms. Reporting to the Business Unit Director, the role translates brand priorities into channel strategies, commercial agreements and disciplined execution.

Key responsibilities

• Own short‑ and medium‑term channel strategy, segmentation, growth priorities and road‑maps for private pharmacy and B2B partners.
• Develop and negotiate commercial policies, discount models, rebates and volume agreements while ensuring compliance with Colombian regulations and Lilly’s ethics.
• Lead high‑value negotiations and joint business planning with pharmacy chains, distributors and other B2B accounts.
• Monitor sell‑in/sell‑out performance, inventory, profitability and other KPIs; manage the channel budget and financial forecasts.
• Partner with Marketing, Sales, Finance, Legal and Compliance to execute trade‑marketing programs, pharmacy activations and digital initiatives at point‑of‑sale.
• Act as subject‑matter leader for private pharmacy and B2B channels, influencing cross‑functional decisions and coaching colleagues.

Required profile

• Bachelor’s degree in Business Administration, Economics, Engineering, Marketing, Finance or related field.
• Minimum five years of experience managing private pharmacy, retail, B2B, distribution or key‑account channels.
• Proven track record leading complex negotiations with pharmacy chains, distributors or wholesalers.
• Experience in P&L management, budgeting, forecasting and profitability analysis.
• Ability to work cross‑functionally with senior stakeholders in a matrix organization.
• English proficiency and willingness to travel as required.

Required skills

• Strong knowledge of Colombian pharmaceutical retail, private pharmacy and distribution regulations.
• Expertise in commercial policy design, discount and rebate structuring.
• Advanced negotiation and influencing skills at senior levels.
• Data‑driven decision making and financial acumen.