Sr. Manager, Gross-to-Net Commercial Excellence

Novo Nordisk; Riyadh Region; On-site; SAR 420,000 - 660,000; Full time

Job summary

Novo Nordisk in Saudi Arabia is seeking a Sr. Manager, Gross-to-Net Commercial Excellence to own and optimise gross-to-net governance, planning and forecasting across the Saudi business.

You will transform performance data into actionable recommendations for leadership and drive value through disciplined financial and commercial insight. Based in Riyadh, you will lead cross-functional governance with Trade, Pricing, Marketing and Finance, build a transparent waterfall, and partner with regional

Qualifications

• Bachelor's degree in Business Administration, Finance, Economics, Pharmacy, Engineering or another relevant discipline.
• 7+ years of experience in consumer health, pharmaceutical or FMCG sectors.
• 3+ years in Gross-to-Net, net revenue management, pricing or related areas.
• Strong understanding of gross-to-net and net revenue waterfall.
• Advanced analytics, modelling, forecasting and scenario planning; advanced Excel and Power BI experience.
• Experience leading cross-functional governance and engaging senior stakeholders.
• Fluent written and spoken English.
• High integrity, sound judgement and attention to detail.

Responsibilities

• Own and improve end-to-end Gross-to-Net governance in Saudi Arabia.
• Build and maintain a transparent Gross-to-Net waterfall by discounts, rebates, trade investments, marketing funding and other deductions.
• Lead regular reviews with Trade, Pricing, Marketing and Finance; reconcile actuals against plan and forecast.
• Ensure each GTN element has objective and approval route; monitor adherence and risk.
• Identify revenue leakage and recommend corrective actions and reallocation.
• Develop dashboards and analyses; contribute to annual planning and rolling forecasts.
• Improve data quality, dashboards and manage consultancies as required.

Skills

Analytical and modelling skills

Forecasting and scenario planning

Excel proficiency

Power BI or similar

Cross-functional governance experience

Stakeholder engagement

Communication and presentation

English language proficiency

Education

Bachelor's degree inBusiness/Finance/Economics/Pharmacy/Engineering or related

MBA or postgraduate qualification (not essential)

Tools

Excel

Power BI

Job description

Department: Commercial Excellence, International Operations

Location: Riyadh, Saudi Arabia

Your impact begins here

As Sr. Manager, Gross-to-Net Commercial Excellence, you will drive how Novo Saudi Arabia plans, manage and evaluates its commercial investments. You will own Gross-to-Net management, turn performance data into forward-looking recommendations and help leadership decide where investment creates the most value. Your work supports sustainable, profitable growth in Saudi Arabia, so we can keep serving people living with serious chronic diseases.

What You’ll Bring

You combine commercial and financial insight with the discipline to turn complex data into clear decisions.

• A Bachelor’s degree in Business Administration, Finance, Economics, Pharmacy, Engineering or another relevant discipline.
• At least 7 years of relevant experience in consumer health, pharmaceutical or FMCG companies.
• At least 3 years in Gross-to-Net or net revenue management, Pricing, Commercial Excellence, Commercial Finance, Trade or Channel Strategy, Business Planning or a closely related area.
• A strong understanding of the gross-to-net and net revenue waterfall, including discounts, rebates, trade investments, accruals, price-volume-mix and net sales drivers.
• Advanced analytical, modelling, forecasting and scenario-planning skills, including advanced Excel and experience with Power BI or a similar visualisation tool.
• Experience leading cross-functional governance, performance-management or forecasting processes and engaging senior stakeholders.
• The ability to influence and lead without formal authority, with excellent communication, facilitation and presentation skills.
• Fluent written and spoken English.
• High integrity, sound judgement, attention to detail and a continuous-improvement mindset.

Useful, But Not Essential

• Experience in the Saudi retail pharmacy market is highly preferred.
• Arabic proficiency.
• An MBA or other relevant postgraduate qualification.

What You’ll Do

You will be the owner of Gross-to-Net management in Saudi Arabia, while collaborating with the Commercial Excellence lead for performance analysis, planning and forecasting.

• Own and improve the end-to-end Gross-to-Net governance cycle, including calendar, data inputs, definitions, roles, decision rights, review forums and action tracking.
• Build and maintain one transparent Gross-to-Net waterfall across discounts, rebates, trade investments, marketing funding and other commercial deductions, with visibility by product, customer, channel and investment type.
• Lead regular reviews with Trade, Pricing, Marketing and Finance: reconcile actuals against plan and forecast, challenge assumptions and variances, and track actions to closure.
• Make sure every Gross-to-Net element has a clear objective, eligibility criteria, approval route and measurable outcome, and monitor exceptions, policy adherence and total exposure.
• Identify revenue leakage, over- or under-spend and ineffective investments, and recommend corrective actions, reallocation and performance-based alternatives for leadership reviews, key customer decisions and commercial negotiations.
• With the Commercial Excellence lead, develop dashboards and scorecards, run driver, variance and scenario analyses, and contribute to annual planning, target setting and rolling forecasts that bring volume, price, mix and Gross-to-Net assumptions into one net sales outlook.
• Improve data quality, dashboards and automation, and manage consultancies, agencies and data providers as required, always in line with internal controls, local requirements and business ethics.

Who You’ll Work With

Based in Riyadh, you will join the Commercial Excellence department in Saudi Arabia, part of International Operations, and report to the Director, CE & Projects – Saudi Arabia. Y

Day to day, you will work with the Saudi Leadership Team and with colleagues in Commercial excellence, Trade, Marketing, Pricing & Market Access, Finance, Sales and Supply Chain. You will also connect with Regional and International Operations teams in Gross-to-Net, pricing, commercial insights and Analytics, and with external consultancies, agencies and data providers when needed.

Much of this work happens without direct authority. You will bring different functions together, speak up when things stall and keep decisions moving with clear owners and deadlines.

What You Can Expect Here

You will work in an international environment where your expertise is valued and your recommendations reach senior leaders. The role gives you the chance to broaden your commercial and financial perspective by working across Trade, Pricing, Marketing, Finance and regional teams.

You will be supported to perform at your best, trusted to take ownership and encouraged to make your voice heard. Expectations are clear, the pace is steady and the culture rewards results.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.