Sr. Manager, Gross-to-Net Commercial Excellence

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Category:
Commercial Marketing

Location:

Riyadh, Riyadh, SA

Department: Commercial Excellence, International Operations

Your impact begins here

As Sr. Manager, Gross-to-Net Commercial Excellence, you will drive how Novo Saudi Arabia plans, manage and evaluates its commercial investments. You will own Gross-to-Net management, turn performance data into forward-looking recommendations and help leadership decide where investment creates the most value. Your work supports sustainable, profitable growth in Saudi Arabia, so we can keep serving people living with serious chronic diseases.

What you’ll bring

You combine commercial and financial insight with the discipline to turn complex data into clear decisions.

• A Bachelor’s degree in Business Administration, Finance, Economics, Pharmacy, Engineering or another relevant discipline.
• At least 7 years of relevant experience in consumer health, pharmaceutical or FMCG companies.
• At least 3 years in Gross-to-Net or net revenue management, Pricing, Commercial Excellence, Commercial Finance, Trade or Channel Strategy, Business Planning or a closely related area.
• A strong understanding of the gross-to-net and net revenue waterfall, including discounts, rebates, trade investments, accruals, price-volume-mix and net sales drivers.
• Advanced analytical, modelling, forecasting and scenario-planning skills, including advanced Excel and experience with Power BI or a similar visualisation tool.
• Experience leading cross-functional governance, performance-management or forecasting processes and engaging senior stakeholders.
• The ability to influence and lead without formal authority, with excellent communication, facilitation and presentation skills.
• Fluent written and spoken English.
• High integrity, sound judgement, attention to detail and a continuous-improvement mindset.

Useful, but not essential:

• Experience in the Saudi retail pharmacy market is highly preferred.
• Arabic proficiency.
• An MBA or other relevant postgraduate qualification.

What you’ll do

You will be the owner of Gross-to-Net management in Saudi Arabia, while collaborating with the Commercial Excellence lead for performance analysis, planning and forecasting.

• Own and improve the end-to-end Gross-to-Net governance cycle, including calendar, data inputs, definitions, roles, decision rights, review forums and action tracking.
• Build and maintain one transparent Gross-to-Net waterfall across discounts, rebates, trade investments, marketing funding and other commercial deductions, with visibility by product, customer, channel and investment type.
• Lead regular reviews with Trade, Pricing, Marketing and Finance: reconcile actuals against plan and forecast, challenge assumptions and variances, and track actions to closure.
• Make sure every Gross-to-Net element has a clear objective, eligibility criteria, approval route and measurable outcome, and monitor exceptions, policy adherence and total exposure.
• Identify revenue leakage, over- or under-spend and ineffective investments, and recommend corrective actions, reallocation and performance-based alternatives for leadership reviews, key customer decisions and commercial negotiations.
• With the Commercial Excellence lead, develop dashboards and scorecards, run driver, variance and scenario analyses, and contribute to annual planning, target setting and rolling forecasts that bring volume, price, mix and Gross-to-Net assumptions into one net sales outlook.
• Improve data quality, dashboards and automation, and manage consultancies, agencies and data providers as required, always in line with internal controls, local requirements and business ethics.

Who you’ll work with

Based in Riyadh, you will join the Commercial Excellence…