Senior Commercial Development Manager Privet

Position Summary

The purpose of the Senior Commercial Development Manager job is to deliver revenue and IBA improvement through efficient management of the business and drive fulfilment of strategic projects through AM excellence. This includes:

- Create strategies that support business across the market resulting in zero error submissions with strong reporting capabilities
- AM Excellence in the country and ensure its execution at the highest level
- Sustain a high performing AM community in the Country
- Avail the right training for Commercial Team Define mindset, skills and capabilities of AM, Customer Relation, Tender Manager role by tapping into Global SAM CoE to Assess team capabilities and identify needs and implement development programs for continuous improvement, Co-create with AM community in the country, standard planning and tracking processes with robust KPIs and adapting best practices globally.

Position Responsibilities
- Define the Commercial negotiation strategy for Pfizer KSA, working in close collaboration with the cross functional teams.
- Support timely bid preparation and submission of all related documentation e.g. Legal review while finalizing the contract.
- Proactively monitoring customer behaviors/trends to maximize opportunities through deliver feedback that guide team behaviors and support negotiation power.
- Assess Growth opportunities working closely with commercial colleagues considering market potential, trends and identifying right Pfizer capabilities.
- Support Customer Relation by uplift process Business with Operating Plan, PGS planning and Forecasting process.
- Collaborate with Finance and H&V to monitor revenue of negative profitability products at a market level and taking proper actions.
- Setting strategies and Support Performance with Distributors to address Opportunities and Gaps.
- Improve % GTN through Credit and Debit Notes Management Process by setting clear SOPs.

Reporting and data analysis - Information to support decision making
- Proactively provide reports and analysis on commercial performance, potential shortcomings and areas of opportunity (CP Performance Report/Quarterly Basis)
- Anticipate trends in the Privet business and continuously build up market and pricing intelligence Quarterly Basis.
- Establish robust CP calendar at market level (Yearly to be updated Monthly)
- Identify Representative of Saudi Arabia in (Tender and Contracting Business outcome) after alignment with Commercial Ops Director to regional teams Tender & Contracting, Supply Chain, Training, Commercial Excellence, Compliance etc.
- Build a tracking system for all bids capturing outcome, success ratio, prices, quantities, key terms including competitor information e.g. GTCS, Bid Office
- Support performance by market and BU using an evolution, growth % and external benchmarks available. Coordinate with AMs
- Provide “in Market Sales” estimates to Management on a monthly basis with analysis (Monthly Basis) and reach upgrade of using KAM Pulse to replace manual reports.
- Support the Commercial Operations Director 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
- Make practical and effective recommendations to prioritize issues and opportunities, bring appropriate resources, best practices and expertise to resolve the issues.
- Be the owner of agreed upon strategic and commercial initiatives in KSA
- Support Commercial Operations Director 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
- Support alliances, partnerships and relationships with both internal and external stakeholders
- Successfully Launch and maintain Go to Market platforms like
- GTCS,
- Bid Office,
- KAM Pulse.

EDUCATION, EXPERIENCE AND TECHNICAL SKILLS REQUIREMENT
- Bachelor’s Degree in science, pharmaceutical science or relevant majors.
- Minimum of 10 years of working experience in the healthcare industry.
- Distribution & Trade Projects management experience.
- Broad knowledge of Saudi healthcare and pharmaceuticals environment
- Proven success in multi-brand /portfolio/ Country management
- Ability to manage complexity (across brands, functions & countries)
- Ability to build cross-functional and cross-cultural constructive interactions.
- Ability to operate as Pfizer’s ambassador with customers, professional bodies, and Proven capabilities of external networking
- Change management and organizational development.

LI-PFE

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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