Commercial Excellence Lead

2 months ago

Riyadh Saudi Arabia Pfizer Full time
Commercial Excellence Lead Job Purpose The purpose of the Commercial Excellence Director is to deliver revenue and IBA improvement through efficient management of the Distribution Contracting as a strategic Level, and drive fulfillment of strategic projects through commercial excellence. This includes: Enhance cross functional coordination to implement Saudi Arabia strategy through well designed projects, identify and implement new growth opportunities and drive maximum efficiency in planning and project implementation. Own, lead and manage the Distribution Contracting process across Saudi Arabia to enhance efficiency and synergy with Distribution partners, while identifying opportunities to improve G2N

Key Accountabilities Proactively monitoring customer behaviors/trends to maximize opportunities . Collaborate with stakeholders including legal while finalizing the contract Assess Growth opportunities working closely with commercial colleagues considering market potential, trends and Pfizer capabilities Coordinate with supply chain management to ensure reliable supply Reporting and data analysis - Information to support decision making Proactively provide reports and analysis to the leadership team on Pfizer brands' performance, potential shortcomings and areas of opportunity Provide "To Market Sales" estimates to Management on a monthly basis with analysis Distribution Contracting: To Own, lead and manage the Distribution & Promotion Contracting process across KSA to ensure enhanced efficiency and synergy with Distribution partners. Monitoring & Efficiency: Develop and Implement a Continuous monitoring system of Distribution Metrics and KPIs and inform leadership team of outliers / exceptions on a quarterly basis to initiate appropriate actions Ensure compliance and adherence to the contracting governance in alignment with all stakeholders including but not limited to Legal, Finance, Safety, Quality, Regional Trade, Supply and Commercial. Plan and execute cross functional projects to enhance efficiency in distribution through rationalization or Gross to Net initiatives. Identify opportunities to enhance efficiency in the Distribution Channel to improve IBA Provide Local support for global initiatives on LE changes. Contracting : Develop, implement and monitor Distributor performance metrics Manage the regular renewals of all Distribution Contracts across KSA in alignment with Commercial and Enabling Functions Develop, and manage cross functional coordination to update Distribution Contracts to reflect changing business / legal needs. Support the Commercial teams to build specific program / initiatives contracts in alignment with Distribution Commercial Excellence : Business Planning & Execution Support the Country president in strategy development, and lead its implementation with continuous monitoring and course correction in KSA, based on business insights, changing environment, creative strategic planning and proper time-management Craft the Strategic Planning Document in collaboration with functional leaders, with continuous monitoring and adjustments as per market requirements during the planning period. Make practical and effective recommendations to prioritize issues and opportunities, bring appropriate resources, best practices and expertise to resolve the issue Be the owner and/or support in all strategic and commercial initiatives in KSA Develop / execute / lead key cross functional country-specific projects of a strategic nature Support strategic / marketing decisions with appropriate analysis and insight Lead the development and implementation of the Operating Plan and Strategic Plans for Pfizer Saudi ; subsequently manages periodic financial and operational updates. Promote continuous improvement initiatives and colleague engagement activities. New Opportunities Development Monitor and respond to external trends, such as industry consolidation, government policies, changing consumer behaviors to build and sustain a wide network of external and internal alliances in order to best prepare KSA organization for the future Identify opportunities for rationalizing and optimizing Pfizer's portfolio and Distribution infrastructure, through appropriate management and Gross to Net strategies Support LT in designing and implementing innovative Go to Market Models leveraging new / change in regulations Identify inorganic revenue growth opportunities based on Market intelligence. Ensure appropriate resource allocation to the various product segments across KSA and in each individual market Develop and Manage alliances, partnerships and relationships with both internal and external stakeholders Identify and Support the company in the execution of contractual agreements and key partnerships Strategic Alignment : Manage the cross-functional alignment between PBG team and other Categories, ensuring all shared and enabling functions are aligned. Support the country leadership to manage cross functional platforms like Business Unit Forums and/or Country Management Forum, identifying and coordinating action items for a seamless One Pfizer approach. Be the SPOC for the Country President and LT in aligning with Regional and above Regional team on key projects and planning exercises Identify and implement best practices Ensure consistency in over-arching processes and systems. Support the Country President in Coordinating with HR for talent identification and suitable development actions

Key Capabilities / Competencies Successful Track record of Leading a function Strong project and program management skills, including change management Proven ability to manage complex situations through the participation in or leadership of cross-functional teams, together with strong team membership skills Demonstrated business acumen and strategic thinking abilities Ability to navigate across Pfizer to achieve objectives Strong organizational skills and diligence; ability to lead through influence Ability to build, implement and monitor processes to streamline situations Continuously monitor for efficiency and opportunities for synergy across functions / Categories / Processes.

BASIC QUALIFICATIONS Bachelor's Degree in science, pharmaceutical science or business administrations or any relevant majors. MBA or equivalent education is preferred. Minimum of 10 years of working experience with preference in the healthcare industry. Robust business experience with having had direct responsibility in the past for some the following key commercial areas: Sales, Marketing, Tenders Management, Retail & KAM, Distribution & Trade and Project scoping/management. Proven ability to facilitate open discussion and debate among key stakeholders Build internal and external relationships through partnering & anticipating needs

PREFERRED QUALIFICATIONS Expertise in dealing with and managing contracts. Expertise in developing and implementing continuous monitoring system of KPIs. Expertise in commercial trade terms & rules. Familiar with local and international trade & trade compliance regulations. Expertise in management of large & complex transition projects, strong project management experience. Ability to explore, evaluate and support implementation of key business development strategies. Executive maturity & proven success operating in a matrix organization, senior stakeholder management. Ability to manage/lead multiple projects simultaneously & efficiently.

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

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