About
We're Thirdborn, a consulting company delivering all-around, flexible People solutions that work. This time, we're partnering with one of the world's leading skincare and consumer health companies, home to some of the most trusted and recognizable brands in dermo cosmetics and personal care. We're looking for a Distributor Business Development Manager to drive commercial growth across assigned export markets, strengthen distributor partnerships, and unlock new business opportunities across the pharmacy channel.
Responsibilities
You will be responsible for delivering sales, profitability, and market share objectives across assigned distributor markets, including Montenegro, Kosovo*, Albania, and Bosnia & Herzegovina. Working closely with local distributors, you will execute commercial strategies, identify growth opportunities, and translate business priorities into actionable market plans. You will continuously monitor performance, optimize commercial activities, and drive sustainable business growth across the assigned brand portfolio. A key part of the role will be developing long-term, trust-based relationships with distributors and other relevant business partners. You will manage the full scope of distributor collaboration, from annual business planning and commercial negotiations to sales forecasting, budget management, and performance reviews. You will also work closely with pharmacy chains and pharmaceutical wholesalers to strengthen partnerships, support negotiations, and expand market opportunities. You will work closely with distributors' sales teams to improve sales performance, expand numerical distribution, and ensure effective execution of commercial priorities at the point of sale. This includes monitoring assortment, shelf presence, and promotional activities, conducting regular market visits and store checks, and identifying opportunities to improve brand visibility and commercial results. You will also support effective medical detailing and pharmacy engagement, translating healthcare professional recommendations into actionable business opportunities. You will continuously analyze sales performance, market developments, and relevant business KPIs against agreed plans, identifying growth opportunities and corrective actions where needed. Through close collaboration with internal stakeholders and external partners, you will contribute to annual business planning, commercial strategy development, and the achievement of sales, distribution, profitability, and market share objectives.
Requirements
•University degree
•At least 4 years of experience in sales, with a focus on account management, category management, and/or distributor management
•Understanding of pharmaceutical wholesale business models, commercial processes, and key business drivers
•Experience working and negotiating with pharmacy chains, with a good understanding of their commercial needs and decision-making processes
•Understanding of medical detailing, healthcare professional engagement, and pharmacy development, with the ability to translate recommendations into business opportunities
•Strong commercial and strategic thinking, with excellent analytical and problem-solving skills
•Proven negotiation and relationship-building skills
•Proficiency in MS Office, particularly Excel and PowerPoint
•A proactive, entrepreneurial mindset, with the ability to work independently and take ownership of business results
•Strong organizational skills, reliability, and a can-do attitude
•Fluency in Serbian and English
•Willingness to travel approximately 25–40% of the time
Nice to have: a degree in Pharmacy, Medicine, or Dentistry is an advantage.
Conditions
This is an opportunity to take ownership of business development across several markets, work with established international brands, and build strong commercial partnerships within the pharmacy and healthcare sectors. For someone who enjoys combining strategic thinking with hands-on market engagement, this role offers the opportunity to influence business performance, identify new growth opportunities, and contribute directly to the development of regional markets.
