Commercial Lead Middle East

ROLE SUMMARY The Commercial Lead Middle East is a strategic member of the Middle East Leadership Team, accountable for translating cluster strategy into disciplined commercial execution across institutional and private-market channels. The role ensures sustainable delivery of revenue and IBA objectives by leading account management, tender strategy, distribution contracting, innovative go-to-market models and the performance of non-promoted brands. The role connects portfolio priorities with market execution across a diverse Middle East footprint. It leads internal teams and external partners to strengthen customer engagement, improve access to Pfizer medicines, enhance distribution effectiveness, manage commercial risk and deliver compliant, data-driven growth. The Commercial Lead also sponsors cluster-wide strategic initiatives and builds a high-performing commercial organization with clear accountability, strong capabilities and an enterprise mindset. CORE ACCOUNTABILITIES 1. Commercial Strategy & Cluster Performance • Translate the Middle East commercial strategy into clear market, channel and customer priorities aligned with the cluster operating plan. • Lead delivery of revenue, IBA and profitable-growth objectives across institutional and private-market channels. • Shape and execute innovative go-to-market models that improve reach, access, market share and customer experience. • Assess market potential, channel dynamics and portfolio opportunities to guide resource allocation and commercial choices. • Lead priority Middle East strategic projects with the Cluster Leadership Team and cross-functional partners. 2. Account Management & Customer Engagement • Build a customer-centred account-management organization that operates with integrity, compliance and enterprise accountability. • Ensure account teams maintain high-quality account plans informed by customer priorities, market dynamics, decision pathways and stakeholder mapping. • Develop trusted relationships with senior customer stakeholders and align internal and external decision makers around shared objectives. • Advance value-based engagement and innovative contracting approaches that support sustainable patient access to Pfizer medicines. • Represent the full spectrum of Pfizer value to customers and ensure consistent service excellence across priority accounts. 3. Tender & Contracting Leadership • Set and implement the Middle East tender and contracting strategy in close collaboration with market account teams, Category Leads and regional partners. • Ensure timely, accurate and compliant bid preparation, governance and submission, with effective coordination across Finance, Access & Value, Supply, Regulatory, Legal, Commercial and distribution partners. • Establish a robust tender calendar, reporting discipline and market-intelligence capability to anticipate customer behavior, pricing trends, risks and opportunities. • Align tender plans with the operating plan, forecasting and supply-planning processes, and monitor revenue and profitability at market level. • Aggregate demand where appropriate, strengthen supply reliability and drive effective use of global tender and contracting tools. 4. Distribution & Partner Management • Own the distribution, promotion and commercial-plan contracting agenda across the Middle East cluster. • Define governance, performance standards, review cadence and escalation requirements for distribution partners. • Maintain effective monitoring of distribution metrics and KPIs, escalating exceptions and initiating corrective actions. • Identify opportunities to improve gross-to-net, channel efficiency, inventory performance and private-market execution. • Ensure contracts remain current, compliant and fit for business needs in partnership with Legal, Finance, Safety, Quality, Supply and Commercial stakeholders. 5. Portfolio P&L Accountability • Manage the P&L for non-promoted brands, ensuring sustainable and profitable growth. • Set portfolio priorities, monitor performance and make disciplined investment and resource choices in line with approved governance. 6. People & Culture Leadership • Lead, coach and develop commercial, account-management and tender teams to build deep functional expertise and a high-performance culture. • Create clarity of goals, fair performance expectations and effective development plans, including assignments and cross-functional growth opportunities. • Strengthen leadership capability, succession depth, inclusion and colleague engagement across a geographically diverse organization. • Model Pfizer s values and maintain uncompromising standards of ethics, compliance and responsible business leadership. DECISION RIGHTS • Sets commercial priorities and execution standards across Middle East markets within approved cluster and enterprise governance. • Recommends channel, go-to-market, tender and distribution-model choices for approval through applicable governance. • Defines account-management, partner-governance and performance-review standards. • Recommends allocation of approved resources and investment based on patient need, market opportunity, risk and expected value. • Holds direct teams and relevant external partners accountable for execution quality, compliance, financial performance and customer outcomes. • Bachelor s degree in Pharmacy, Life Sciences, Business or a related field; an MBA or equivalent advanced degree is preferred. • Minimum 10 years of pharmaceutical sales, commercial, key-account or tender-management experience, with meaningful leadership exposure across Middle East markets. • Successful track record leading commercial or account-management organizations and delivering through complex, cross-functional and multi-market environments. • Strong expertise in customer engagement, tender strategy, contracting, distribution management and pharmaceutical channel dynamics. • Demonstrated commercial and financial acumen, including P&L management, forecasting, investment choices and gross-to-net improvement. • Strong strategic judgment, analytical capability, project leadership and change-management skills. • Proven ability to influence across organizational boundaries, simplify ambiguity and establish disciplined processes. • Fluency in written and spoken English; Arabic is an advantage.