About the Role
Lead and drive the regional Market Access and Tender Management strategy across GCC markets, ensuring sustainable market access, competitive pricing, successful tender participation, and optimal business opportunities. This role is responsible for developing and executing market access strategies, overseeing government and institutional tender activities, strengthening relationships with key healthcare authorities and procurement entities, and ensuring alignment between commercial objectives, regulatory requirements, pricing strategies, and supply chain capabilities. A particular focus will be placed on the Saudi Arabian market, including engagement with key entities such as NUPCO and SFDA, alongside other relevant government and institutional stakeholders across GCC.
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Key Responsibilities
A. Regional Tender Management & Business Development
- Lead and oversee government and institutional tender activities across GCC markets, ensuring timely and accurate submissions and effective follow-up.
- Develop regional tender strategies to maximize participation, competitiveness, and contract award opportunities.
- Monitor upcoming tender opportunities, procurement plans, and market developments across GCC.
- Lead tender preparation and submission processes in coordination with Regulatory Affairs, Legal, Finance, Commercial, and Supply Chain teams.
- Manage tender performance, analyze award results, identify gaps, and recommend corrective actions to improve success rates.
B. Market Access & Pricing Strategy
- Develop and implement regional market access strategies to support new product launches, portfolio expansion, and product lifecycle management.
- Lead pricing strategy development in collaboration with regional and global pricing teams, ensuring competitiveness and commercial sustainability.
- Oversee pricing submissions, reimbursement dossiers, and market access documentation, where applicable.
- Monitor competitor pricing, market dynamics, reimbursement frameworks, and healthcare procurement trends across GCC.
C. Government & External Stakeholder Engagement
- Establish and maintain strategic relationships with key healthcare authorities, government entities, payers, and procurement organizations.
- Represent the company in relevant market access discussions, pricing negotiations, and tender-related engagements.
- Lead engagement with relevant Saudi healthcare and procurement stakeholders, including NUPCO, SFDA, and other institutional entities.
- Collaborate with Government Affairs to monitor healthcare policies, regulatory changes, and procurement reforms impacting market access.
E. Performance Management & Continuous Improvement
- Establish and monitor KPIs related to tender participation, tender win rates, awarded business, pricing competitiveness, and market access performance.
- Identify opportunities to streamline tender processes and strengthen governance across regional markets.
- Ensure effective tender documentation, contract tracking, and performance monitoring.
- Benchmark market practices and identify opportunities to improve the company's competitive positioning.
Qualifications & Experience
- Bachelor's degree in Pharmacy, Life Sciences, Business Administration, Healthcare Management, or a related discipline.
- Minimum 8–10 years of experience in the pharmaceutical industry, preferably within Market Access, Tender Management, Pricing, or Government Business.
- Proven experience managing regional tender operations and government procurement processes across GCC.
- Strong knowledge of the Saudi pharmaceutical market, particularly NUPCO tender processes, SFDA requirements, and government procurement frameworks.
- Demonstrated experience in pricing strategy, reimbursement, market access, and institutional business development.
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