Commercial Lead Middle East

Pfizer Inc; Dubai; On-site; AED 918,000 - 1,469,000; Full time

Job summary

Pfizer Inc. seeks a Commercial Lead Middle East to translate cluster strategy into disciplined execution across institutional and private-market channels. The role drives revenue sustainability, IBA goals, and responsible contracting while leading internal teams and partners to enhance access and patient outcomes.

The role requires building a high-performing commercial organization with strong ethics, enterprise mindset, and data-driven growth across diverse Middle East markets.

Qualifications

• Bachelor's degree in Pharmacy, Life Sciences, Business or related field. MBA or equivalent advanced degree preferred.
• Minimum 10 years in pharmaceutical sales, commercial, key-account or tender-management with leadership exposure across Middle East markets.
• Fluency in English; Arabic is an advantage.

Responsibilities

• Translate cluster strategy into market-channel and customer priorities.
• Lead revenue, IBA and profitable-growth objectives across institutional and private-market channels.
• Shape go-to-market models to improve reach, access, market share and customer experience.
• Lead tender and contracting strategy with cross-functional partners and governance.
• Own distribution, promotion, and contract agenda; ensure compliance and service excellence.
• Manage P&L for non-promoted brands and drive sustainable growth.
• Develop high-performing teams and maintain ethics, compliance and enterprise accountability.

Skills

Strategic leadership

Account management

Tender strategy

Contracting

Stakeholder engagement

Education

Bachelor's degree in Pharmacy

MBA (preferred)

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 amp 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 amp 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 amp 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 amp 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 amp 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 amp L Accountability Manage the P amp 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 amp 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

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.