Commercial Lead – Middle East

Pfizer; Dubai; On-site; AED 661,000 - 955,000; Full time

Job summary

Pfizer Gulf is seeking a Commercial Lead – Middle East to translate cluster strategy into market priorities across institutional and private-market channels, delivering revenue and growth with compliant, data-driven approaches. You will lead account management, tendering, distribution contracting and cross-functional teams across the region, ensuring patient access and value-based engagement.

The role requires senior leadership, strong strategic judgment and fluency in English; Arabic is an

Qualifications

• Bachelor's degree in Pharmacy, Life Sciences, Business or related field.
• MBA or equivalent advanced degree preferred.
• Minimum 10 years of pharmaceutical sales, commercial, tender-management experience with leadership exposure.
• Successful track record leading commercial or account-management organizations.
• Strong expertise in customer engagement, tender strategy, contracting, distribution management.
• Fluency in written and spoken English; Arabic is an advantage.

Responsibilities

• Translate the Middle East commercial strategy into 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.
• Develop trusted relationships with senior customer stakeholders and align internal and external decision makers around shared objectives.
• Lead priority Middle East strategic projects with the Cluster Leadership Team and cross-functional partners.
• Build a customer-centred account-management organization that operates with integrity, compliance and enterprise accountability.
• Set and implement the Middle East tender and contracting strategy in close collaboration with market account teams, Category Leads and regional partners.
• Own the distribution, promotion and commercial-plan contracting agenda across the Middle East cluster.
• Manage the P&L for non-promoted brands, ensuring sustainable and profitable growth.
• Lead, coach and develop commercial, account-management and tender teams to build deep functional expertise and a high-performance culture.

Skills

Executive leadership

Account management

Tender strategy

Pharmaceutical sales

Contracting

Forecasting

Analytical thinking

Education

Bachelor's degree in Pharmacy/Life Sciences/Business

MBA or equivalent

Job description

ROLE SUMMARY 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 role connects portfolio priorities with market execution across a diverse Middle East footprint. It leads internal teams and external partners to strengthen customer engagement, improve access to Pfizer medicines, enhance distribution effectiveness, manage commercial risk and deliver compliant, data-driven growth. 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

1. 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.

2. 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.

3. 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.

4. 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.

5. 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.

6. 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.

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

• Enterprise Leadership Connects portfolio, market and customer priorities to create value for the total Middle East cluster.
• External Influence Builds trusted relationships with senior customers and partners through evidence, integrity and commercial insight.
• Strategic Judgment Balances patient access, growth, profitability, supply, risk and compliance across diverse markets.
• Talent Builder 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

SUPERVISION & OPERATING MODEL

Direct reports: Key Account-management, Tender and contracting, Pricing and relevant commercial teams supporting Middle East execution.

Location: Dubai UAE with travel across Middle East markets and partner locations

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.

To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI‑use guidelines available on Pfizer Careers.

Mkt & Sales/Commercial Bus Pfizer careers are like no other. In our culture of individual ownership, we believe in our ability to improve future healthcare, and potential to transform millions of lives. We're looking for new talent to join our global community, to unearth new innovative therapies that make the world a healthier place.