Head of Commercial Operations - Pharma

Dubai Permanent
  • Join a growing organization developing innovative therapeutics.
  • Attractive Compensation and Incentives.

About Our Client

  • The company is a private mid-size pharmaceutical company specialised in the production and supply of medicines to 10+ countries in Europe and the Middle East and North Africa.

Job Description

  • Develop and execute strategic business and commercial plans across the MENA region, working closely in collaboration with the Global Team
  • Be responsible for all aspects of our Commercial operations in MENA (agent selection, commercial terms negotiations, commercial performance management, inventory management, tender business oversight, timely cash collection, overall delivery of yearly OPEX and Sales budgets)
  • Guide the commercial teams to devise effective launch plans for new products and grow the market shares of existing products through the daily implementation and follow-up of sales and marketing initiatives and actions
  • Regularly review market intelligence and analysis gathered by the team to adjust commercial strategies and portfolio selection
  • Supervise the Regulatory Affairs submission pipeline, ensure timely execution of critical RA activity, support submission discussions and contribute to market access activities as relevant (pricing, reimbursement)
  • Work closely with Global Management Team to ensure shipping plans and launch plans are executed timely
  • Work closely with Global team to identify new market opportunities and contribute to the Licensing and BD search deployed by the BD team, participate in global licensing conferences to support the search effort, participate in Annual Performance Review committees with our partners for licensed products
  • Visit (inter)national congresses and hospitals with the goal to engage KOLs (Key Opinion Leaders) and advance our position in the market - as per market requirements
  • Drive the financial reporting & planning annual exercises, report on performance of portfolio and territories under your responsibility
  • Ensure that the company's commercial operations remain fully compliant and ethical across the MENA region (QA, PV, business ethics)

The Successful Applicant

  • BSc Degree in Pharmacy (Post-graduate in Marketing or Business Administration is a plus)
  • 15 years' experience as a successful Commercial Leader in the Pharmaceutical industry in a multinational context, covering the GCC region (KSA and/or UAE is mandatory)
  • Demonstrated experience in Sales performance management (Commercial roles, including experience as Sales Representative earlier in career) as well as experience in devising winning marketing strategies for originator Rx products in GCC
  • Diverse experience with OTC, Prescription and Hospital products and tender business within GCC preferred
  • Demonstrated ability to set-up an effective salesforce coverage plan for our portfolio, build a solid KOL management plan for star products, work with modern commercial tools to track sales performance (BI, CRM, etc)
  • Extensive exposure and proficiency in dealing with commercial and distribution agents across the GCC, ability to drive fruitful negotiations and defend the company's commercial interests in adverse environments
  • Demonstrated ability to deploy a fact-based and analysis-driven commercial model
  • Demonstrated capabilities in strategic business planning, financial proficiency and ability to implement business/sales KPI tracking system in the GCC regionPrevious successful experience in leading large teams across the region
  • Results oriented management style with demonstrated communication and cross-cultural collaboration experience, ability to engage a remote and on-site team and build a positive team culture for our MENA office
  • Excellent business fluency in English (previous international exposure)

What's on Offer

  • A collaborative and friendly environment within a human-size company
  • An engaging and fast paced environment with a growing portfolio of Originator products
  • A multi-cultural environment where we operate with independence and agility
  • Continuous professional development opportunities
  • A rewarding compensation & benefits package
Zeineb Daghfous
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Job summary

Healthcare & Life Sciences
Healthcare / Pharmaceutical
Contract type
Consultant name
Zeineb Daghfous
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