MERA Tender & KAM Execution Lead

Location: MERA (outside UAE & Saudi) /Spain /Turkey

Job Purpose:

The majority of Pfizer’s innovative medicine business in MERA is coming from institutions, which utilize tendering to purchase medicines across different categories.

This Role’S Purpose Is To:

• Maximize Pfizer’s tender business in the region by coordinating across countries and functions.
• Strengthen KAM role in the region and ensure its execution at the highest level.
• 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. Ensure GTCS adoption 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.
• Strengthen KAM role in the region and ensure its execution at the highest level. Strengthen and sustain a KAM community in the region. 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.
• 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 define the value of our medicines and services for each account. Co-create value offers with KAMs for strategic accounts in the region. Cross-pollinate and scale up best practices.

Position Relationships:

• Reports to MERA Regional President
• No direct team responsibility
• Leads KAM community in the region
• Collaborates frequently with Global Tender and Contracting COE & Global KAM CoE, Finance, H&V, Marketing, Medical &PGS

Technical/Functional/Professional Competencies Needed:

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

Requirements:

Basic Qualifications

• Minimum 5 years’ experience at managerial level in the pharmaceutical industry with a strong - commercial/sales focus
• Previous experience in tendering and/or in KAM environment and related activities on a local, regional, or global level
• Well-organized with the ability to be flexible, prioritize multiple demands and effectively lead projects in a matrix organization
• Entrepreneurial mindset, ability, and eagerness to challenge status quo, lead and operate successfully in an empowered organization
• Results oriented with high commitment to quality and performance and ability to translate a given strategy into detailed implementation
• Strong interpersonal, communication and networking skills
• Fluent in written and spoken English; other language is a plus
• Advanced knowledge of Microsoft office tools (Excel, PowerPoint)

Preferred Qualifications

• Previous knowledge of GTCS (Global Tenders and Contracts System) a substantial advantage
• Cross-functional experience with finance, supply chain, digital and other areas a plus
• Experience in a Regional / International role is a Plus.

Purpose

Breakthroughs that change patients' lives... At Pfizer we are a patient centric company, guided by our four values: courage, joy, equity and excellence. Our breakthrough culture lends itself to our dedication to transforming millions of lives. 

School Of Leaders

We, as Pfizer Turkey, make a difference with our visionary and pioneering approaches ranging from our concept of raising leaders through rotations, providing international career opportunities to creating a flexible, enjoyable work environment. There are no limits to what we can accomplish to touch lives here! 

Flexibility

We aim to create a trusting, flexible workplace culture which encourages employees to achieve work life harmony, attracts talent and enables everyone to be their best working self. Let’s start the conversation! 

Equal Employment Opportunity

We believe that a diverse and inclusive workforce is crucial to building a successful business. As an employer, Pfizer is committed to celebrating this, in all its forms – allowing for us to be as diverse as the patients and communities we serve. Together, we continue to build a culture that encourages, supports and empowers our employees. 

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