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Regional SI T&T/High impact project management:
Culture Shaping & people management:
Complexity Reduction & Lean process management:
Commercial Competitiveness & Business Revitalization:
Transition Agility:
Job Purpose
The Sales Intermediaries (SI) resourcing optimization of the PBG business includes the formation of a regional team that can respond to local and regional business needs with global alignment; whilst fulfilling diverse business needs with flexibility and streamlined decision making for project approval and decision making.
The SI Trade and Transition Lead will lead the AfME Sales intermediaries management team on several continuous/ad hoc projects with significant business impact on the region. The team members will support projects in close partnership with sales intermediaries including third parties like distributors, wholesalers, commercial agents, sales representatives and promoters/contracted sales organization.
The SI T & T Lead reports to the Regional President and under her/his direction will act as the SME providing overall support to the designated AfME Regional Distributors Evaluation Committee (DEC), AfME commercial organization and to different cross-functional teams in relation to Sales Intermediaries (SI) cross functional teams and be the POC to global/above market stakeholders like Pfizer Export B.V. (PEBV) Trade Community, M&A Steering committees, Global Sales Intermediaries Working Group, any relevant working groups, entities or functions…etc.
Key Accountabilities
Regional SI T&T/High impact project management:
- Propose, obtain agreement to, and guide the implementation of strategic projects which will address specific market needs with significant impact, such as- and not limited to- (LE consolidation, GTM changes, financial flows) with P&L simulations to enable data driven decision making
- Establish proper governance to evaluate and prioritize the project pipeline in partnership with the regional leadership team including identification of initiatives and countries to allocate the resources
- Develop program management practices, methods and metrics and effectively use technology and relevant data to track project progress and inform key stakeholders
- Collaborate with cross-functional partners to procure necessary resources and coordinate funding as needed for approved projects
- Partner with market leaders for the identification of new business opportunities that could originate non-continuous projects that could not be managed with market resources.
Culture Shaping & people management:
- Shape the culture of active and compliant SI/3rd Party Management and build local capabilities in AfME by providing the necessary guidance, tools, training & coaching.
- Build enterprise mindset within market commercial colleagues when it comes to 3rd party contracting and management
- Champion process simplification, speed complemented with compliant behaviors
- Role model an active leadership on “Winning the Right Way” and establish a strong culture of strict compliance to applicable regulations and internal policies, developing education and remediation plans when needed
- Use performance management, people development, talent planning and other processes to lead, motivate and develop team members.
- Continuously identify and attract high performing colleagues to promote a robust talent flow to staff the team according to the length of the projects
Complexity Reduction & Lean process management:
- Continuously look for opportunities to simplify AfME SI governance to mirror external environment / competitive dynamics to ensure markets are agile to respond to changes and competition contracting
- Continuously look at contracting harmonization opportunities across AfME
- Periodically review all detailed steps of AfME RFI/RFP process with regional/ local stakeholders to drive contracting process with speed and compliance
- Continuously explore digital solutions to manage RFI/RFP process across AfME
Commercial Competitiveness & Business Revitalization:
- Work closely with in market commercial teams’ to asses any business development deals that might impact non- promoted products, end – end from establishing a framework of assessment including P&L simulation with regional marketing engagement.
- Continuously monitor all business development deals “outsourcing” performance and engage with in market commercial teams’, regional team for proactive solutions to correct performance or share best practices across the region
- Continuously explore Cluster/Sub regional partners to rationalize and streamline distribution networks with clear financial, strategic, and patient benefit rationale to drive change with P&L impact and G2N savings
- Manage and map all AfME 3rd party partners regional footprint to drive rationalization and find innovative channels to mitigate / manage receivables risk in collaboration with finance and in market commercial colleagues.
- Partner and manage /map Pfizer products supply flow end-end with in market teams including margins and continuously look at opportunities that may benefit business financially or patient access by reducing margins or simplifying products flow
- Support data driven / establishing benchmarks for any 3rd party engagement
Transition Agility:
- Manage SIs transition during current & future M&As, assets purchase…etc.
- Handle business integration, commercial readiness and cross-functional alignment during legal entity changes & similar global transitions/change…etc.
- Work closely with the Legal Team and In-Market Commercial Teams to finalize settlement agreements with terminated SIs.
Position Relationships:
- AfME Regional Distributors Evaluation Committee (DEC): Regional President, Regional Finance Director & Regional Legal Director(s)
- Sales Intermediaries Management Team
- Regional Global Supply Chain Team
- Legal Team
- Compliance Team
- Regional therapeutic area leads
- In-market Commercial- & In-market Cross-functional Teams
- Corporate Compliance – Global Sales Intermediaries Working Group
- Pfizer Export B.V Trade Community
- Cross Regional & Global Contracting – as well as Rapid Response Teams
Job Specific Technical/Functional/Professional Competencies:
- Trade/export development & trade compliance
- Business operations & 3rd party and /or distribution management across AfME
- Contract management
- Business & Finance acumen
- Strong negotiation skills
- Oral and written communication skills
- Microsoft Office efficiency, especially MS Excel and PowerPoint
- Leading change
- Acts Decisively
- Seizes Accountability
- Holds People Accountable
- Grows Others
- Self-Awareness
- Builds Effective Teams
Experience and Knowledge
- Bachelor’s degree in business administration, engineering, science, finance or similar discipline
- Minimum of 10 years in managerial level in commercial, contracting and finance roles.
- At least 3 years of experience in the pharmaceutical industry
- Masters degree or equivalent in experience, preferably in finance – business administration.
- Demonstrated success managing project teams
- Expertise in drafting, concluding and negotiating different types of business agreements.
- Expertise in commercial trade terms & rules.
- Experience in multiple markets &/or above market preferred.
- Familiar with international trade & trade compliance regulations.
- Expertise in managing complex transition projects.
- Strong project management experience.
- Ability to explore, evaluate and support implementation of key business development strategies.
- Executive maturity & proven success operating in a matrix organization, senior stakeholder management.
- Ability to manage/lead multiple projects simultaneously & efficiently.
- Proficient in written and spoken English & Arabic.
Dimensions: Budget Responsibility/ Number of Reports/ Geographic scope
- Geographic Scope: AfME Region
Work Location Assignment: Flexible
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Market Access
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