Tender Business Manager - KSA

Job Description

JOB PURPOSESTRATEGY: Responsible for managing and maximizing the sales and profitability target of KSA Tender business. OPERATIONS: Develop and coordinate all Tender related processes including strategic planning, approval of Tenders, preparation and submission, database maintenance, logistics, contracting, communication of results and follow-up of Tenders.KEY RESULTS / ACCOUNTABILITIESTender Strategy Implementation and Tender Coordination across GBUs and internal stakeholders* Define and own the Tender strategy including segmentation and prioritization of Tenders, identifying key success factors to win Tenders and resource allocation on Tenders.* Align and get buy-in of Tender strategy with relevant GBUs and internal stakeholders.* Assess Tender market dynamics and overall Tender market potential to identify where to play for Tenders.Customer insights and planning* Coordinate with KAM teams to develop strong understanding of each Tender account and identify decision making process and stakeholder perspectives.* Coordinate Sanofi interactions and any consequent commercial negotiations with Tender authorities, technical committee members and customer related administrative personnel.* Monitor competitor activities and strategies; discuss with relevant brand teams and incorporate into the strategic plan.Tender submission: Manage the entire Tender approval, preparation, and submission process for the affiliate* Oversee, evaluate & review the Tender offer to ensure optimum Tender submission and Gross to Net contribution (Price, gross margin & profitability, risks).* Oversee, Contract/Tender submissions according to the contract authoritys requirements in conjunction with related internal functions.* Ensure appropriate and timely approval of Tenders from all relevant Sanofi stakeholders including but not limited to GBU, Supply Chain, Market Access, Finance & Legal etc.* Liaise with Tender Authorities as key point of contact for the affiliate as well as liaise with Agents (Distributors) for all Tender aspects* (e.g.: supply chain and related commercial considerations).* Ensure all Contracts and Price/Supply Agreements comply with relevant acts, legal demand, and ethical standards.Master Databases: Maintain a master database of all Tenders in the affiliate* Maintain master database of product information pertinent to support Contract/Tender submission.* Maintain master database of historical Contract/Tender results, including dates, success status, competitor outcomes (if available) and prices, to aid submission decision-making.* Maintain master records of all Contract/Tender results and records of all commercial agreements.Ensure close follow-up of Tenders Post-Award Tracking and analyzing all tender related penalties* After Tender award, identify reasons for winning/losing and discuss potential recovery situations in case of Tenders lost.* Track Tender delivery on monthly basis at End-Customer level, to aid in managing coverage and stocks/volume for the Tender.* Track penalties and other Tender terms to ensure Tender is delivered as per Contract terms, investigate root causes of the penalty, communicate RCA and actions to be taken.Tender Policy Shaping (in coordination with Public Affairs & Market Access Team)* Identify and track ongoing policy initiatives at government, payor, and End-Customer levels.* Assess impact of policy on Sanofi Tenders and communicate appropriately to internal stakeholders.* Support Market Access and Public Affairs Teams to develop Sanofi position and prepare appropriate action plans for relevant policy changes.Maintain Compliance* Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with Sanofis procedures with a duty of care to the reputation of Sanofi.Ethical Leadership* Take personal accountability to use individual experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies & Procedures and any relevant legal requirements) and demonstrate personal leadership in applying these to all work undertaken.* Escalate any decisions or seek the support of colleagues or management if personal knowledge & understanding is not at the level required to perform any part of the role.Environmental and Safety Leadership* To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work. Employees are therefore expected to support and conform to Sanofis safety rules & procedures to ensure a safe and healthy working environment.* Report any accident, incident or near miss, whether it be of personal injury or property damage.* Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence.* Thoroughly read all safety documentation issued by Sanofi and comply with their requirements. Escalate any doubts or uncertainties to their supervisor and / or manager.KEY WORKING RELATIONSHIPSINTERNALCross Functional Collaboration with:GBU, TRM, Supply Chain, Customer Care, Market Access, Tender Team (KAMs), Regulatory Affairs, Quality, Finance, Treasury, B&OS, Legal.EXTERNALWould be expected to be involved with:Agents/Distributors, MOH, Governmental & Institutions Accounts.SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTSEducation Level:* University degree/Bachelor in a relevant field.Experience & Knowledge:* 3+ years of relevant experience (Sales, Commercial, Supply Chain, Tender Management, Key Account Management) preferably in Greater Gulf countries* Experience in Pharmaceutical Pricing* Familiar with government healthcare tender processes.Skills:* Strong Analytical & Problem-Solving skills* Project Management capabilities and ability to meet deadlines* Versatile Communication skills with different stakeholders* Multifunctional team-player and collaborating transversally* Advanced user of Microsoft office* Applying Data Analytics & Digital Capabilities to Business Solutions* Strong Finance acumen of Budgets, Business cases, GtN* Go-to-Market Strategy understanding* Innovative Commercial Thinking.Required Expertise:* Understanding of the tender and contract process management* Project management and understand Tender-related processes* Experience in segmentation and prioritization* Strong collaborator that can effectively work across Business units and KAM teams* Manage Database maintenance and actionability* Knowledge of the pharmaceutical industry stakeholders.Languages:* English ? Full professional proficiency* Arabic is a plus.Play to Win Behaviors* Stretch * Take action * Act for patients and customers * Think Sanofi first At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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