# Commercial Lead – Middle East **Company**: Pfizer Gulf **Location**: Dubai **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Healthcare **Apply**: https://pfizer.wd1.myworkdayjobs.com/en-US/PfizerCareers/job/United-Arab-Emirates---Dubai/Commercial-Lead---Middle-East_4966090-1?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_0588cdd8-143 ## Description The Commercial Lead – Middle East is a strategic member of the Middle East Leadership Team, accountable for translating cluster strategy into disciplined commercial execution across institutional and private-market channels. The role ensures sustainable delivery of revenue and IBA objectives by leading account management, tender strategy, distribution contracting, innovative go-to-market models and the performance of non-promoted brands. The Commercial Lead also sponsors cluster-wide strategic initiatives and builds a high-performing commercial organization with clear accountability, strong capabilities and an enterprise mindset. **Core Accountabilities** - **Commercial Strategy & Cluster Performance** - Translate the Middle East commercial strategy into clear market, channel and customer priorities aligned with the cluster operating plan. - Lead delivery of revenue, IBA and profitable-growth objectives across institutional and private-market channels. - Shape and execute innovative go-to-market models that improve reach, access, market share and customer experience. - Assess market potential, channel dynamics and portfolio opportunities to guide resource allocation and commercial choices. - Lead priority Middle East strategic projects with the Cluster Leadership Team and cross-functional partners. - **Account Management & Customer Engagement** - Build a customer-centred account-management organization that operates with integrity, compliance and enterprise accountability. - Ensure account teams maintain high-quality account plans informed by customer priorities, market dynamics, decision pathways and stakeholder mapping. - Develop trusted relationships with senior customer stakeholders and align internal and external decision makers around shared objectives. - Advance value-based engagement and innovative contracting approaches that support sustainable patient access to Pfizer medicines. - Represent the full spectrum of Pfizer value to customers and ensure consistent service excellence across priority accounts. - **Tender & Contracting Leadership** - Set and implement the Middle East tender and contracting strategy in close collaboration with market account teams, Category Leads and regional partners. - Ensure timely, accurate and compliant bid preparation, governance and submission, with effective coordination across Finance, Access & Value, Supply, Regulatory, Legal, Commercial and distribution partners. - Establish a robust tender calendar, reporting discipline and market-intelligence capability to anticipate customer behavior, pricing trends, risks and opportunities. - Align tender plans with the operating plan, forecasting and supply-planning processes, and monitor revenue and profitability at market level. - Aggregate demand where appropriate, strengthen supply reliability and drive effective use of global tender and contracting tools. - **Distribution & Partner Management** - Own the distribution, promotion and commercial-plan contracting agenda across the Middle East cluster. - Define governance, performance standards, review cadence and escalation requirements for distribution partners. - Maintain effective monitoring of distribution metrics and KPIs, escalating exceptions and initiating corrective actions. - Identify opportunities to improve gross-to-net, channel efficiency, inventory performance and private-market execution. - Ensure contracts remain current, compliant and fit for business needs in partnership with Legal, Finance, Safety, Quality, Supply and Commercial stakeholders. - **Portfolio P&L Accountability** - Manage the P&L for non-promoted brands, ensuring sustainable and profitable growth. - Set portfolio priorities, monitor performance and make disciplined investment and resource choices in line with approved governance. - **People & Culture Leadership** - Lead, coach and develop commercial, account-management and tender teams to build deep functional expertise and a high-performance culture. - Create clarity of goals, fair performance expectations and effective development plans, including assignments and cross-functional growth opportunities. - Strengthen leadership capability, succession depth, inclusion and colleague engagement across a geographically diverse organization. - Model Pfizer’s values and maintain uncompromising standards of ethics, compliance and responsible business leadership. **Decision Rights** - Sets commercial priorities and execution standards across Middle East markets within approved cluster and enterprise governance. - Recommends channel, go-to-market, tender and distribution-model choices for approval through applicable governance. - Defines account-management, partner-governance and performance-review standards. - Recommends allocation of approved resources and investment based on patient need, market opportunity, risk and expected value. - Holds direct teams and relevant external partners accountable for execution quality, compliance, financial performance and customer outcomes. **Capabilities & Qualifications** - Bachelor’s degree in Pharmacy, Life Sciences, Business or a related field; an MBA or equivalent advanced degree is preferred. - Minimum 10 years of pharmaceutical sales, commercial, key-account or tender-management experience, with meaningful leadership exposure across Middle East markets. - Successful track record leading commercial or account-management organizations and delivering through complex, cross-functional and multi-market environments. - Strong expertise in customer engagement, tender strategy, contracting, distribution management and pharmaceutical channel dynamics. - Demonstrated commercial and financial acumen, including P&L management, forecasting, investment choices and gross-to-net improvement. - Strong strategic judgment, analytical capability, project leadership and change-management skills. - Proven ability to influence across organizational boundaries, simplify ambiguity and establish disciplined processes. - Fluency in written and spoken English; Arabic is an advantage. **Critical Leadership Behaviors** - Connects portfolio, market and customer priorities to create value for the total Middle East cluster. - Builds trusted relationships with senior customers and partners through evidence, integrity and commercial insight. - Balances patient access, growth, profitability, supply, risk and compliance across diverse markets. - Creates clear accountability, develops commercial capability and enables collaboration across markets and functions. **Key Organizational Relationships** - Middle East Cluster Lead and Middle East Leadership Team - Category Leads and market, sales and commercial leaders across Middle East markets - Access & Value, Medical, Regulatory, Policy & Public Affairs, Finance, Supply, Legal, Compliance, Safety and Quality teams - Regional and global commercial, tender, trade and supply partners - Distributors, healthcare institutions, procurement stakeholders and other priority customers within approved engagement responsibilities ## Skills ### Required - Pharmacy - Life Sciences - Business - customer engagement - tender strategy - contracting - distribution management - pharmaceutical channel dynamics - P&L management - forecasting - investment choices - gross-to-net improvement - strategic judgment - analytical capability - project leadership - change-management skills - English - Arabic ### Nice to have - MBA or equivalent advanced degree --- Source: [Apply at pfizer.wd1.myworkdayjobs.com](https://pfizer.wd1.myworkdayjobs.com/en-US/PfizerCareers/job/United-Arab-Emirates---Dubai/Commercial-Lead---Middle-East_4966090-1?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)