Regional Tender Strategy & Value Optimization Manager

Abbott; Dubai; On-site; AED 250,000 - 350,000; Full time

Job summary

A leading healthcare company in Dubai seeks a Regional Tender Strategy & Value Optimization Manager. This role involves leading tender strategies, pricing governance, and ensuring effective collaboration with multi-functional teams. Candidates should hold a Bachelor's degree in relevant fields and possess significant experience in tender management within healthcare, emphasizing analytical skills and cross-functional leadership. The company values diversity and is committed to equal opportunity in employment.

Qualifications

• Significant experience in tendering within healthcare or pharmaceuticals.
• Strong expertise in competitive intelligence and decision-making.
• Excellent analytical, project management, and stakeholder management skills.

Responsibilities

• Lead and coordinate the EMEA tender strategy.
• Build and manage a regional tender database.
• Develop tender-specific pricing strategies.
• Conduct competitive intelligence efforts.
• Engage with cross-functional teams for cohesive strategies.

Skills

Tendering experience

Pricing strategy expertise

Analytical skills

Cross-functional leadership

Communication skills

Project management

Education

Bachelor’s degree in Business, Pharmacy, Economics, Marketing, Engineering, or related field

Master’s degree or MBA

Job description

Overview

EMEA Regional Tender Strategy & Value Optimization Manager

This position works out of our Dubai location in the Rapid Diagnostics division.

The Opportunity

The EMEA Regional Tender Strategy & Value Optimization Manager is responsible for maximizing ARDx tender business performance across the region by driving proactive tender shaping, enhancing tender readiness, and improving win/loss ratios across countries and portfolio segments. This role acts as a strategic connector across markets and functions, ensuring excellence in tender strategy, pricing governance, competitive insights, and data‑driven decision‑making. The role also serves as a change agent—transforming tendering from a purely price‑driven process into a value‑led, sustainable partnership model with tendering authorities.

About Rapid Diagnostics Division

Our rapid diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision‑making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

Key Responsibilities

1. Strategic Tender Leadership & Business Growth
   • Lead the EMEA tender strategy to maximize ARDx tender business by coordinating efforts across countries and cross‑functional stakeholders.
   • Drive proactive tender shaping across the region, ensuring early planning, segmentation of opportunities, and a clear strategic approach for priority tenders.
   • Improve tender readiness and increase win/loss ratios through structured processes, early engagement, and differentiated value‑based tender submissions.
   • Identify high‑impact tenders, strategic tenders, future opportunities, and risk areas to guide strategic bidding decisions.
2. Tender Database, Insights & Operational Excellence
   • Build, maintain, and continuously enhance a regional tender database covering past, current, and upcoming tenders to enable full visibility across the lifecycle.
   • Develop and manage dashboards and systems that provide insights on tender performance, competitive dynamics, timelines, and outcomes.
   • Support countries in preparing high‑quality tender submissions with accurate information, strong value propositions, and strategically aligned inputs.
   • Provide analytical support to improve tender quality, adherence to guidelines, and consistency in positioning.
3. Pricing Strategy & Gross Margin Optimization
   • Manage a regional pricing database ensuring accuracy, consistency, and alignment across geographies and pricing platforms.
   • Develop tender‑specific pricing strategies grounded in competitive intelligence, value differentiation, and margin optimization.
   • Support gross margin improvement measures by analyzing pricing trends, cost drivers, and opportunity areas across the ARDx tender portfolio.
   • Monitor and anticipate price changes and support cross‑functional forecasting and operating plan development.
4. Competitive Landscape & Market Intelligence
   • Lead competitive intelligence efforts across the region, including competitor strategies, pricing behavior, market shifts, product differentiators, and entry barriers.
   • Maintain a centralized insights dashboard to support countries with real‑time competitive, pricing, and market intelligence.
   • Conduct predictive analyses and scenario planning to guide pricing proposals and improve strategic positioning across tenders.
5. Cross‑Functional Collaboration & Stakeholder Alignment
   • Engage and collaborate closely with Commercial, Market Access, Marketing, Finance, Supply Chain, Regulatory, and regional leadership to ensure cohesive tender strategy and flawless execution.
   • Provide structured support to local teams during tender preparation phases, ensuring alignment with regional strategy and best practices.
   • Facilitate transparent communication and knowledge sharing across countries to standardize high‑performing tender approaches.
6. Value‑Driven Tendering & Change Leadership
   • Drive the shift from price‑led tendering to value‑driven approaches by articulating differentiated value propositions aligned to customer needs.
   • Promote and embed practices that highlight clinical, operational, and economic value to tendering bodies.
   • Foster sustainable partnerships with tender authorities based on transparency, trust, and value creation.
7. Capability Building & Continuous Improvement
   • Design and deliver tender excellence training snippets for country teams and key stakeholders across the region.
   • Build a network of tender champions to ensure harmonized approaches and best‑practice sharing across EMEA.
   • Establish KPIs and frameworks for continuous improvement, ensuring insights feed back into strategy and execution refinement.

Minimum Experience / Knowledge / Skills Required

Qualifications

• Bachelor’s degree in Business, Pharmacy, Economics, Marketing, Engineering, or related field.
• Master’s degree or MBA is a plus.
• Significant experience in tendering, pricing or related roles within healthcare, diagnostics, or pharmaceuticals.
• Strong expertise in pricing strategy, competitive intelligence, and data‑driven decision‑making.
• Demonstrated success in cross‑functional leadership and managing complex, multi‑country environments.
• Excellent analytical, communication, project management, and stakeholder management skills.
• Analytical mindset with attention to detail and strategic thinking.

Abbott is an Equal Opportunity Employer, committed to employee diversity.

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