Job Purpose
The purpose of the Tenders and Account Management Lead is to ensure
fulfillment of demand to deliver Pfizer's revenue and IBA targets through both
the Institutional and Private Market Channels. This is actualized through a
Tender Bidding strategy, effective account management, development and
implementation of innovative commercial models for the private market and
leveraging Distribution Contracting as a strategic Lever.
This includes:
* Lead a team of Account Managers in the Institution and Private Sector to develop and Account Centric mindset in the organization to ensure early and continuous access of Pfizer medications in all accounts
* Build and implement the Tender bidding strategy through the Tenders and Contracting team, to coordinate the Tender & Contracting (T&C) business across the market resulting in zero error submissions with strong reporting capabilities
* Lead and manage the Distribution Contracting process across Gulf to enhance efficiency, synergy and engagement with Distribution partners, while identifying opportunities to improve Gross to Net (G2N)
* Develop and execute innovative Go To Market models for the private market to enhance market share
Key Accountabilities
Account Management & Customer Engagement:
* Ensure the development of a customer focused organization - 'Put the customer at the center of what we do' with integrity and compliance.
* Ensure the KAMs possess a deep understanding of the healthcare market environment, as well as, the business drivers, priorities, capabilities, organizational structure, ways of working, external influencers, and decision-making rights of aligned key accounts and develop and maintain up to date Account Plans in close coordination with all internal stakeholders
* The KAM team will develop and manage executive-level (C, D-Suite and critical
decision maker) customer relationships and align appropriate internal and
external stakeholders/decision makers based on account plans and goals to
ensure compliant, effective and successful results.
* Extend the relationship beyond traditional procurement and contracting into other lines of business.
* Develop innovative contracting strategies to drive value-based discussions ensuring continued access to patients of Pfizer medications.
* Demonstrates expertise in relationship skills which promote and enable development of new relationships within the key accounts.
* Creatively delivers innovation and thought leadership to the key account relationship to increase strategic relevance of the Pfizer brand.
* Represents the full spectrum of Pfizer value to the customer and serves as the customer advocate internally at Pfizer.
* Responsible for overall service excellence of the Account Managers with the Key Accounts
Tender Management
Build and Implement Tender & Contracting (T&C) strategy for Gulf through the
Tender Team, working in close collaboration with the Gulf Account Managers,
Regional Tenders & KAM Lead and the Category Leads.
* Ensure timely bid preparation and submission of all related documentation
* Ensure alignment with Finance, Health & Value, supply, regulatory, Commercial and Distributors for each bid.
* Encourage Proactive monitoring of 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
* Align T&C Business with Operating Plan, Pfizer Global Supply (PGS) planning and Forecasting process
* Collaborate with Finance to monitor T&C revenue and profit at a market level
* Aggregate tender volumes to achieve best COGS from PGS
* Coordinate with supply chain management to ensure reliable supply
* Anticipate trends in the T&C business and continuously build up market and pricing intelligence
* Establish robust T&C calendar at market level / Institutions and ensure effective utilization of Global Tenders and Contracting Tools.
Distribution Management
To own, lead and manage the Distribution, Promotion and Commercial Plan
Contracting process across Gulf to ensure enhanced engagement, efficiency and
synergy with Distribution partners.
* 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 / Acquisitions etc
* Ensure Distribution Contracts are up to date and capture the various business needs as and when they arise leveraging contracts as an effective tool of business management
* Ensure effective engagement with Distribution Partners to ensure implementation of Pfizer commercial strategies.
* Build and implement effective commercial plans through the Distribution partners to capture retail opportunities in the private market.
People Leadership:
* Lead, Coach and Mentor the Account Management and Tenders and Contracting teams to empower them and develop their skills to be subject matter experts and develop a high performing team.
* Support the team's learning needs by facilitating availability of focused training materials both from the product knowledge and Account management skills perspective
* Support the Team's growth aspirations by coordinating with other cross functional leads to facilitate assignments, and other development projects
* Ensure timely, just and effective Quota allocations and MBOs across the Team
* Support the day to day needs of the team either for internal cross functional alignment, or external customer engagement
Key Capabilities / Competencies
* Successful Track record leading a Pharma Sales organization / Key Account Management / Tender Management
* Strong understanding and exposure to contracts development and management.
* Process driven with a strong eye for detail
* Proven capabilities of customer engagement and relationship building
* Strong project and program management skills, including change leadership
* Proven ability to manage complex situations through the participation in or leadership of cross-functional teams, 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 'fuzzy' situations
Experience and Knowledge:
* A bachelor's degree in pharmacy / science / equivalent
* MBA from a reputed institution is preferable
* Minimum of ‎10 years of Pharma sales / commercial / AM experience in the Gulf markets
* Experience handling broad range of pharmaceutical portfolios is preferred
* Knowledge and understanding of healthcare and pharmaceuticals industry in the Gulf is a must.
* Proficient in written and spoken English. Arabic will be an advantage
This is a GJL090 role, Senior Manager
Work Location Assignment: On Premise
Pfizer Gulf is an equal-opportunity employer, and we are proud of our
commitment to creating a diverse and inclusive candidate pool to support and
empower our workforce.
We strive to ensure that our people are heard, seen and cared for by creating
an environment that fosters inclusion and inspires colleagues to speak up to
promote an engaging and inclusive culture where they can thrive.
Our diverse workforce represents the patients we serve and the communities in
which we operate.
We look forward to reviewing your application and thank you for your interest.
Sales Operations & Admin

LI-PFE