naukri
Commercial Operations Manager
Merck Sharp & Dohme Corp
Riyadh, KSA
Contract
Manager
Yesterday
Tender ManagementContract GovernanceGross to Net ManagementRevenue ManagementFinancial AnalysisStakeholder Management
Free
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Tender ManagementContract GovernanceGross to Net Management
About the Role
The Commercial Operations Manager is accountable for maximizing commercial value realization through end-to-end ownership of tender management, contract governance, Gross-to-Net.
Key Skills for This Role
Tender ManagementContract GovernanceGross to Net ManagementRevenue ManagementFinancial AnalysisStakeholder Management
Responsibilities
- Own and lead the end to end tender lifecycle, from opportunity assessment, bid strategy development, submission, award management, contract implementation, and post award performance monitoring
- Accountable for delivering tender outcomes aligned with portfolio, market access, and financial objectives while ensuring full compliance with company policies and external requirements
- Drive execution of the annual tender strategy through effective planning, forecasting, and cross functional alignment
- Serve as the primary business owner for institutional procurement opportunities, maintaining visibility of upcoming tenders, renewals, and award risks
- Facilitate cross functional decision making to optimize bid positioning, pricing strategies, and commercial outcomes
- Analyze tender performance and competitive insights to continuously improve future bidding strategies and win rates
- Manage commercial agreements in accordance with company policies, compliance standards, and business objectives
- Partner with key stakeholders to develop contracting approaches that balance customer needs, market access objectives, and commercial performance
- Ensure robust contract governance, documentation, and lifecycle management, including renewals, milestones, and performance monitoring
- Maintain audit readiness and support compliance reviews through strong documentation and process discipline
- Drive continuous improvements in contracting processes and governance standards
- Own the Gross to Net process and governance framework, ensuring accurate forecasting, visibility, and management of all commercial deductions
Requirements
- Bachelor's degree or equivalent
- Minimum 6 years of experience within the pharmaceutical or healthcare industry
- Minimum 2 years of experience in a commercial operations, tender management, contracting, pricing, Gross to Net, revenue management, or related commercial excellence role
- Demonstrated understanding of institutional procurement and tendering environments within Saudi Arabia, including NUPCO and key governmental and PVT healthcare customers
- Proven experience in commercial contract management, financial governance, forecasting, and business planning
- Strong analytical capabilities with the ability to translate data into business insights and actions
- Experience working effectively in a matrix organization and leading cross functional initiatives
- Fluent English communication skills
Full Job Posting
Overview
- The Commercial Operations Manager is accountable for maximizing commercial value realization through end to end ownership of tender management, contract governance, Gross to Net performance, revenue execution, and expiry and penalty risk mitigation.
- The role serves as a critical business partner across Commercial, Market Access, Finance, Supply Chain, and external stakeholders, ensuring strategic opportunities are converted into compliant, sustainable, and profitable business outcomes.
- This position combines commercial excellence, financial stewardship, and operational execution to support patient access, drive business performance, and strengthen our Company's position across public and private healthcare channels.
Primary Responsibilities Commercial Tender Management
- Own and lead the end to end tender lifecycle, from opportunity assessment, bid strategy development, submission, award management, contract implementation, and post award performance monitoring.
- Accountable for delivering tender outcomes aligned with portfolio, market access, and financial objectives while ensuring full compliance with company policies and external requirements.
- Drive execution of the annual tender strategy through effective planning, forecasting, and cross functional alignment.
- Serve as the primary business owner for institutional procurement opportunities, maintaining visibility of upcoming tenders, renewals, and award risks.
- Facilitate cross functional decision making to optimize bid positioning, pricing strategies, and commercial outcomes.
- Analyze tender performance and competitive insights to continuously improve future bidding strategies and win rates.
Contracting & Commercial Governance
- Manage commercial agreements in accordance with company policies, compliance standards, and business objectives.
- Partner with key stakeholders to develop contracting approaches that balance customer needs, market access objectives, and commercial performance.
- Ensure robust contract governance, documentation, and lifecycle management, including renewals, milestones, and performance monitoring.
- Maintain audit readiness and support compliance reviews through strong documentation and process discipline.
- Drive continuous improvements in contracting processes and governance standards.
Gross to Net Management, Revenue Protection & Commercial Governance
- Own the Gross to Net process and governance framework, ensuring accurate forecasting, visibility, and management of all commercial deductions.
- Accountable for identifying, monitoring, and mitigating financial risks associated with rebates, contractual commitments, penalties, product expiries, and other revenue deductions.
- Lead cross functional initiatives to eliminate avoidable penalties and expiry related losses through proactive planning, root cause analysis, and corrective actions.
- Partner with Finance and commercial teams to ensure Gross to Net assumptions are accurately reflected in business forecasts and financial plans.
- Drive transparency and accountability across stakeholders to optimize profitability and minimize revenue leakage.
- Continuously evaluate commercial performance drivers and recommend actions that enhance financial outcomes while maintaining sustainable customer partnerships.
Order to Revenue Execution
- Own end to end purchase order execution and revenue realization processes, ensuring successful conversion of commercial awards into delivered, invoiced, and recognized revenue.
- Accountable for order visibility, fulfillment performance, revenue capture, and timely escalation of execution risks.
- Collaborate with Supply Chain and distribution partners to proactively resolve issues impacting customer service, product availability, invoicing, or revenue recognition.
- Maintain operational dashboards and performance tracking to ensure effective order management and business continuity.
- Drive process improvements that enhance operational efficiency, reduce revenue leakage, and strengthen execution excellence.
Cross Functional Leadership & Business Partnership
- Foster strong collaboration across Commercial, Market Access, Finance, Supply Chain, Legal, Compliance, and external stakeholders.
- Contribute to strategic business planning through commercial insights, risk assessments, and operational recommendations.
- Champion a culture of accountability, continuous improvement, compliance, and customer focus.
- Lead initiatives that improve commercial execution, operational effectiveness, and business performance.
Qualifications, Skills & Experience
- Bachelor's degree or equivalent required.
- Minimum 6 years of experience within the pharmaceutical or healthcare industry.
- Minimum 2 years of experience in a commercial operations, tender management, contracting, pricing, Gross to Net, revenue management, or related commercial excellence role.
- Demonstrated understanding of institutional procurement and tendering environments within Saudi Arabia, including NUPCO and key governmental and PVT healthcare customers.
- Proven experience in commercial contract management, financial governance, forecasting, and business planning.
- Strong analytical capabilities with the ability to translate data into business insights and actions.
- Experience working effectively in a matrix organization and leading cross functional initiatives.
- Fluent English communication skills; Arabic language skills are advantageous.
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