Drive sustainable, profitable growth by leading pricing strategy, strengthening commercial execution, and embedding data-driven decision-making across the organization.
Act as a trusted business partner to senior leadership, ensuring strong alignment between financial targets, commercial actions, and market opportunities.
Act as a trusted business partner to senior leadership, ensuring strong alignment between financial targets, commercial actions, and market opportunities.
Key Responsibilities
1. Pricing Strategy & Governance
- Develop and implement robust pricing strategies, frameworks, and policies
- Ensure consistency and discipline in pricing across regions and accounts
- Lead pricing reviews, approvals, and exception management processes
- Monitor price realization, discounting trends, and margin performance
2. Commercial Excellence
- Design and continuously improve sales processes, tools, and ways of working
- Drive best practices and standardization across sales teams
- Enhance sales force effectiveness (targeting, segmentation, coverage models)
- Track and optimize sales KPIs and overall performance
3. Business Performance & Analytics
- Analyze sales performance, profitability, and market dynamics
- Deliver actionable insights and recommendations to leadership
- Support forecasting and strategic planning cycles
- Identify growth opportunities and address performance gaps
4. Cross-Functional Leadership
- Collaborate closely with Sales, Marketing, Finance, and Operations teams
- Ensure alignment between strategic objectives and field execution
- Act as a key interface between global strategy and local market needs
5. Commercial Policy & Compliance
- Ensure full adherence to pricing policies, tender processes, and internal governance
- Mitigate risks in contracting and deal structuring
- Promote disciplined commercial practices across the organization
Success Metrics
- Improvement in gross margin and price realization
- Reduction in discount variability
- Increased tender win rate and profitability
- Adoption of sales execution KPIs (e.g., CRM usage, pipeline discipline)
- Forecast accuracy and revenue quality
Qualifications
- Degree in Business Management, Economics, Statistics, Engineering, or a related field
Skills & Competencies
- Strong financial acumen, with a solid understanding of P&L dynamics and margin drivers
- Strategic mindset with the ability to translate insights into actionable decisions
- Advanced analytical and problem-solving skills
- Ability to influence and challenge senior stakeholders with credibility
- Excellent communication, presentation, and interpersonal skills
- Strong negotiation capabilities
- Proven ability to operate in a matrix organization
- Ability to lead and influence cross-functional teams without direct authority
- Experience in pricing strategy and tender management
- Proficiency in Microsoft Office, CRM platforms, Power BI, and analytical tools
- Strong project management capabilities
- Deep understanding of market dynamics, customer segmentation, and competitor analysis
- Ability to articulate value propositions and drive adoption of new tools and processes
- Familiarity with structured selling methodologies (e.g., SPIN, Challenger, Miller Heiman)
Experience
- Proven experience in pricing, tenders, or commercial strategy roles
- Background in Sales, Marketing, or Finance with strong cross-functional exposure
- Track record of driving profitability and improving commercial performance
- Experience in sales force effectiveness and commercial process improvement
- Strong experience with CRM systems for performance tracking and opportunity identification
- Experience in sales training and capability building is a plus
- Understanding of hospital procurement processes and complex healthcare environments
- Ability to influence both clinical and non-clinical stakeholders
- Experience in market analysis and translating insights into business actions