Commercial Excellence Lead

2 weeks 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 function

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