Director, Tenders

Tenders & Contracting Strategy Lead
- Role Description_

JOB PURPOSE:
Tendering, KAM and Retail Execution Lead identifies, assesses and executes commercial channel opportunities to improve the performance of the whole portfolio across the region partnering with Global CoE’s, Marketing and Country Channel Leads, this leader will build capability and optimize execution of programs through tendering, innovative contracting, and the KAM and Retail channels. This role’s purpose is to:

- Maximize Pfizer’s tender business in the region by coordinating across countries and functions
- Develop innovative contracting solutions that foster access to our medicines, build portfolio value and create stronger and more sustainable external partnerships
- define KAM role in the region and ensure its execution at the highest level
- establish Pfizer’s value in the Retail setting, again ensuring best in class capabilities and execution
- Be a change agent internally and externally to transform price driven purchasing decisions to value based and sustainable partnerships between Pfizer and key institutions

KEY ACCOUNTABILITIES:

- Maximize Pfizer’s tender business in the region by coordinating across countries and functions
- Optimize GTCS utilization across the region and act as a CoE to sustain it in the future
- Help local commercial teams establish robust tender calendars
- Consolidate calendars at cluster and regional level to identify, prepare for and track “must win” tenders
- Continuously gather global market intelligence and optimize price/volume across the tenders in the region by providing visibility and guidance to local commercial teams
- Support strategy development for “must win” tenders in the region
- Coordinate with commercial teams and PGS to ensure up-to-date demand forecast and reliable supply
- Define KAM role in the region and ensure its execution at the highest level
- Establish and sustain a KAM community in the region
- Define mindset, skills and capabilities of KAM role in the region by tapping into Global KAM CoE
- Assess KAM capabilities, identify needs and implement development programs for continuous improvement
- Co-create with KAM community in the region standard planning and tracking processes with robust KPIs
- Establish Pfizer’s value in the Retail setting, again ensuring best in class capabilities and execution
- Develop & ensure execution of Retail channel plans based upon sound assessment of opportunities, challenges, customer insights/needs, and Pfizer’s capabilities
- Ensure preparedness and execution of retail channel programs that address Availability, Visibility & Recommendation opportunities
- Develop innovative commercial strategies that optimize the Retail commercial value proposition to maximize opportunities in alignment with commercial offers, discounting levels and trading terms
- Continuously gather and analyse data to track retail market & channel business performance, identify opportunities and assess the implementation of initiatives
- Be a change agent internally and externally to transform price driven purchasing decisions to value based and sustainable partnerships between Pfizer and key institutions
- Challenge key account planning mindset to anticipate deep customer insights
- Guide KAMs to develop and communicate the value proposition of our medicines and services for each account in collaboration with the cross-functional team
- Co-create value offers and innovative market access agreements with KAMs for strategic accounts in the region in partnership with H&V
- Cross pollinate and scale up best practices

POSITION RELATIONSHIPS:

- Reports to Regional President
- Establishes and leads KAM community in the region
- Collaborates frequently with Global Tender and Contracting COE
- Global KAM CoE
- Global Retail CoE
- H&V
- Marketing
- Medical
- PGS
- Regional Commercial Lead

TECHNICAL/FUNCTIONAL/PROFESSIONAL COMPETENCIES NEEDED:

- Understands customer insights
- Demonstrates business acumen
- Influence without authority
- Self-awareness
- Ability to introduce structure and process

**REQUIREMENTS**:

- Strategic leader with results orientation
- Strong business acumen
- Demonstrated Prioritization skills
- Acts Decisively
- Holds People Accountable
- Seizes Accountability
- Grows Others/ Grows Self
- Commits to “One Pfizer”
- Insight, Influence and Inclusion
- Consistently demonstrates and models the Pfizer values
- Effectively leads matrix and virtual teams
- Ability to introduce structure and process
- Professionally mature with high self-awareness
- Previous experience in tendering and/or in KAM model preferred
- Demonstrated results leading in multi-cultural and matrix teams
- Ready to travel 25% of time

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

Mkt & Sales/Commercial Bus

LI-PFE