naukri
Commercial Operations Manager
MSD
Riyadh, KSA
Contract
Manager
Today
Tender ManagementContract GovernanceGross to Net ManagementRevenue ManagementForecastingPricing
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 governan.
Key Skills for This Role
Tender ManagementContract GovernanceGross to Net ManagementRevenue ManagementForecastingPricing
Responsibilities
- Own and lead the end to end tender lifecycle from opportunity assessment to post award performance monitoring
- Manage commercial agreements in accordance with company policies and compliance standards
- Own the Gross to Net process and governance framework, ensuring accurate forecasting and management of commercial deductions
- Own end to end purchase order execution and revenue realization processes
- Foster strong collaboration across Commercial, Market Access, Finance, Supply Chain, Legal, Compliance, and external stakeholders
- Drive execution of the annual tender strategy through effective planning, forecasting, and cross functional alignment
- Analyze tender performance and competitive insights to improve future bidding strategies
- Identify, monitor, and mitigate financial risks associated with rebates, contractual commitments, penalties, and product expiries
- Maintain operational dashboards and performance tracking for order management and business continuity
- Contribute to strategic business planning through commercial insights and risk assessments
Requirements
- Bachelor's degree or equivalent
- Minimum 6 years of experience within the pharmaceutical or healthcare industry
- Minimum 2 years of experience in 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
Full Job Posting
Job Description
- 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 acr
Primary 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.
Revenue Protection & Commercial Governance
- 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.
Key Capabilities
- Strong commercial acumen with the ability to balance growth opportunities and financial performance.
- Demonstrated experience managing complex tendering, contracting, and commercial execution processes.
- Financial and analytical mindset with expertise in forecasting, pricing, Gross to Net management, and business planning.
- Strong understanding of commercial governance, compliance requirements, and risk management principles.
- Proven ability to identify operational risks and implement sustainable mitigation strategies.
- Excellent project management and prioritization skills with a focus on execution excellence.
- Strong stakeholder management skills with the ability to influence cross functional teams and external partners.
- Ability to drive continuous improvement and deliver results in a dynamic environment.
Leadership Behaviors
- Customer and patient focus.
- Enterprise mindset and business partnership.
- Accountability for business results and operational excellence.
- Compliance, integrity, and sound judgment in decision making.
- Collaboration across diverse functions and stakeholders.
- Continuous learning, innovation, and improvement.
- Agility and resilience in navigating business complexity.
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