The aim of the article is to study the features of the formation and implementation of competitive strategies in pharmaceutical companies based on the assessment and organization of a competitiveness management system. The paper substantiates the significance of the problems of competitiveness, pricing and marketing policy of distribution companies in the pharmaceutical market. The authors of the article adhere to a systematic method of research and consider the competitiveness management of pharmaceutical enterprises as a system. The object of the study was the global pharmaceutical distribution companies present in the Kazakhstan market. By studying their competitive strategies, the authors revealed the features of their functioning on the Kazakhstan market, as well as identified the risks associated with changing and managing the pricing policy of the studied companies. The specific features of the functioning of the enterprises under investigation revealed in the work made it possible to identify the main components of the analysis of the external environment of the distribution company. The authors describe the stages of developing a competitive strategy for a pharmaceutical distribution company and develop measures to further operate and adjust the strategy to take into account new conditions.