Job Description
The Commercial Operations Manager is accountable for maximizing commercial value realization through end-to-end ownership of tender management, contract governance, Gross-to-Net performance, revenue execution, and expiry and penalty risk mitigation. The role serves as a critical business partner across Commercial, Market Access, Finance, Supply Chain, and external stakeholders, ensuring strategic opportunities are converted into compliant, sustainable, and profitable business outcomes.
This position combines commercial excellence, financial stewardship, and operational execution to support patient access, drive business performance, and strengthen our Company's position across public and private healthcare channels.
Own and lead the end-to-end tender lifecycle, from opportunity assessment, bid strategy development, submission, award management, contract implementation, and post-award performance monitoring.
Accountable for delivering tender outcomes aligned with portfolio, market access, and financial objectives while ensuring full compliance with company policies and external requirements.
Drive execution of the annual tender strategy through effective planning, forecasting, and cross-functional alignment.
Serve as the primary business owner for institutional procurement opportunities, maintaining visibility of upcoming tenders, renewals, and award risks.
Facilitate cross-functional decision-making to optimize bid positioning, pricing strategies, and commercial outcomes.
Analyze tender performance and competitive insights to continuously improve future bidding strategies and win rates.
Manage commercial agreements in accordance with company policies, compliance standards, and business objectives.
Partner with key stakeholders to develop contracting approaches that balance customer needs, market access objectives, and commercial performance.
Ensure robust contract governance, documentation, and lifecycle management, including renewals, milestones, and performance monitoring.
Maintain audit readiness and support compliance reviews through strong documentation and process discipline.
Drive continuous improvements in contracting processes and governance standards.
Own the Gross-to-Net process and governance framework, ensuring accurate forecasting, visibility, and management of all commercial deductions.
Accountable for identifying, monitoring, and mitigating financial risks associated with rebates, contractual commitments, penalties, product expiries, and other revenue deductions.
Lead cross-functional initiatives to eliminate avoidable penalties and expiry-related losses through proactive planning, root-cause analysis, and corrective actions.
Partner with Finance and commercial teams to ensure Gross-to-Net assumptions are accurately reflected in business forecasts and financial plans.
Drive transparency and accountability across stakeholders to optimize profitability and minimize revenue leakage.
Continuously evaluate commercial performance drivers and recommend actions that enhance financial outcomes while maintaining sustainable customer partnerships.
Own end-to-end purchase order execution and revenue realization processes, ensuring successful conversion of commercial awards into delivered, invoiced, and recognized revenue.
Accountable for order visibility, fulfillment performance, revenue capture, and timely escalation of execution risks.
Collaborate with Supply Chain and distribution partners to proactively resolve issues impacting customer service, product availability, invoicing, or revenue recognition.
Maintain operational dashboards and performance tracking to ensure effective order management and business continuity.
Drive process improvements that enhance operational efficiency, reduce revenue leakage, and strengthen execution excellence.
Foster strong collaboration across Commercial, Market Access, Finance, Supply Chain, Legal, Compliance, and external stakeholders.
Contribute to strategic business planning through commercial insights, risk assessments, and operational recommendations.
Champion a culture of accountability, continuous improvement, compliance, and customer focus.
Lead initiatives that improve commercial execution, operational effectiveness, and business performance.
Strong commercial acumen with the ability to balance growth opportunities and financial performance.
Demonstrated experience managing complex tendering, contracting, and commercial execution processes.
Financial and analytical mindset with expertise in forecasting, pricing, Gross-to-Net management, and business planning.
Strong understanding of commercial governance, compliance requirements, and risk management principles.
Proven ability to identify operational risks and implement sustainable mitigation strategies.
Excellent project management and prioritization skills with a focus on execution excellence.
Strong stakeholder management skills with the ability to influence cross-functional teams and external partners.
Ability to drive continuous improvement and deliver results in a dynamic environment.
Bachelor's degree or equivalent required.
Minimum 6 years of experience within the pharmaceutical or healthcare industry.
Minimum 2 years of experience in a commercial operations, tender management, contracting, pricing, Gross-to-Net, revenue management, or related commercial excellence role.
Demonstrated understanding of institutional procurement and tendering environments within Saudi Arabia, including NUPCO and key governmental and PVT healthcare customers.
Proven experience in commercial contract management, financial governance, forecasting, and business planning.
Strong analytical capabilities with the ability to translate data into business insights and actions.
Experience working effectively in a matrix organization and leading cross-functional initiatives.
Fluent English communication skills; Arabic language skills are advantageous.
Successful candidates will demonstrate:
Customer and patient focus.
Enterprise mindset and business partnership.
Accountability for business results and operational excellence.
Compliance, integrity, and sound judgment in decision-making.
Collaboration across diverse functions and stakeholders.
Continuous learning, innovation, and improvement.
Agility and resilience in navigating business complexity.
Business Operations, Commercial Agreements, Customer Partnerships, Decision Making, Financial Performance, Market Access, Operational Excellence, Stakeholder Management, Strategic Alliances, Strategic Planning, Tender Management, Tender Pricing
Current Employees apply HERE
Current Contingent Workers apply HERE
Search Firm Representatives Please Read Carefully Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Regular
Not Applicable
08/2/2026
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
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MSD (known as Merck in the US and Canada) is a global pharmaceutical and life sciences company developing medicines, vaccines, and animal health products.
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