Commercial Operations Manager

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,…