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