Commercial Lead - Middle East

Pfizer; United Arab Emirates; On-site; AED 450,000 - 900,000; Full time

Job summary

Pfizer is seeking a Commercial Lead - Middle East to translate cluster strategy into disciplined commercial execution across institutional and private-market channels. The role drives revenue, access and patient outcomes while leading cross-functional teams and external partners.

The incumbent will sponsor strategic initiatives, oversee tendering and contracting, and shape innovative go‑to‑market models to strengthen customer engagement and market share across a diverse Middle East footprint.

Responsibilities

• Translate the Middle East commercial strategy into market, channel and customer priorities.
• Lead revenue, IBA and profitable-growth objectives across institutional and private-market channels.
• Shape and execute innovative go-to-market models that improve reach, access 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.
• Build a customer-centred account-management organization that operates with integrity, compliance and enterprise accountability.
• 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.
• 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.
• 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.

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.

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 standa