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The Hospital Channel Manager serves as a strategic role responsible for oversight, coordination, and development of the hospital distribution channel, following the transition of operational and logistics activities to other functions or external partners.
The role ensures full operational readiness of the hospital channel — from product availability in tenders and hospital pharmacies, through monitoring wholesale and National Health Fund (NFZ) data, to shaping long-term distribution strategy and developing B2B partnership models with external stakeholders
The position operates within a centralized model based in Warsaw, ensuring proper handling, analysis, and documentation of hospital market data, including information received from external institutions such as the National Health Fund.
Key Responsibilities
Channel Oversight & External Partner Coordination
< >Acts as the main point of contact (SPOC) point for collaboration with the wholesale distributor, within a model where operational tender execution and distribution activities are managed externallyMonitors key developments in the hospital distribution channel and escalates risks impacting product availabilityEnsures alignment and information flow between external partners and internal stakeholders
Commercial Team Operational Support
< >Supports all Key Account Managers (KAMs) by providing a distribution channel and product availability perspective; actively co-develops account strategies for key institutionsActs as an escalation point for product availability issues raised by field teamsParticipates in Business Unit commercial meetings as a **channel expert **
Data Monitoring & Channel Analytics
< >Regular monitoring and reporting of wholesale sales (distributor data, sell-in vs. sell-out)Analysis of NFZ data within drug programs (utilization of limits, patient dynamics, anomalies)Builds dashboards and operational reports for the Business Unit Director and commercial teamCooperates with analytics/SFE teams to interpret deviations and trends
Data Monitoring & Analytical Responsibility
< >Oversees monitoring and interpretation of wholesale and NFZ data, focusing on trends, deviations, and strategic implications (distributor data, sell-in vs. sell-out)Prepares analytical outputs and dashboards to support decision-making by Business Unit LeadershipWorks in close collaboration with analytics/SFE functions to interpret deviations and trends
Distribution Channel Strategy
< >Leads selected elements of the hospital channel strategy, reflecting the simplified and centralized operating modelIdentifies gaps in product availability and proposes high-level corrective approaches or new modelsActively gathers external insights (market trends, industry solutions, benchmarks) and leads the implementation of modern, effective distribution models in the hospital channels.
B2B Partnerships & New Access Models (12–24 month perspective)
< >Builds relationships with key hospital stakeholders (pharmacy directors, therapeutic committees, procurement departments)Explores new collaboration models with wholesale and logistics partners to improve patient access to medicinesParticipates in industry working groups and conferences related to hospital drug distribution
Requirements
Technical Skills
< >Strong analytical skills — ability to work with sales data; proficiency in Excel / Power BI or equivalent; practical use of AI tools for process optimizationKnowledge of logistics and contracting processes in pharmaceutical distributionBusiness-level English (working in a global environment)
Soft Skills
< >Ability to act as a link between multiple internal and external stakeholdersProactivity and solution orientation — identifies issues before they escalate into crisesAbility to communicate complex data in a simple, decision-oriented mannerCapability for strategic thinking combined with attention to operational detail <>·
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