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Regional Tenders and Commercial Trade Lead Latin America


New York, NY
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Job Details


The Regional Tenders and Commercial Trade Lead (RTCT) will be responsible for adding incremental value to the regional P&L through active management and optimization of our revenue and gross margin contributions.

The Commercial Trade customers represent a complex and very valuable partner in the region and our Ambulatory portfolio, which primarily flows through this channel, represents close to ~$1B in revenue. The RTCT will be responsible for developing innovative strategies to maximize our relationships and P&L returns with these influential customers. He/She will need to work closely with the key external and internal customers (Market/Country Leaders) to generate customer insights, develop focused business strategies and demonstrate positive impact on our regional P&L performance.

Tenders are an important revenue channel for PEH Latin America with ~25% of regional revenue. The early visibility and planning of tenders and the development of innovative solutions to demonstrate the value of the PEH portfolio beyond price are essential levers to make our offerings even more attractive to our customers. The Anti-Infective (AI), Global Brands (GB), Sterile Injectable (SI) and Biosimilars (BSM) portfolios are heavily tendered and contracted, which requires dedicated T&C attention to support achieving the PEH growth targets.

The RTCT Lead will work in close collaboration with Anti-Infective, Sterile Injectable, Biosimilars and Global Brand Teams on the development of resources and innovative solutions for commercial pricing/discount strategies as well as value proposition development and management. He/She will also be responsible to provide analytical information for these portfolios with actionable insights that may address growth opportunities.

This role can be located at our NY office, any US Pfizer location or within the LA Region.


Define the Tendering and Commercial Trade strategies, key activities and overall P&L management for Anti-Infective (AI), Global Sterile Injectable (SI) portfolio, Biosimilars (BSM) and Global Brands (GB). Implement clear and measurable objectives and KPI's. Measure performance, progress and P&L impact and evaluate strategic actions with Regional Commercial Lead and Regional President.

Share P&L accountability with regional team and Country Managers

Develop 1-3 year strategic plans, aligned with Regional priorities, and embed in country OP plans including defined financial/P&L impact. Anticipate trends and opportunities in T&C business and continuously build up market and pricing intelligence.

Become the capability leader for effective Tendering and Commercial Trade business across all involved functions such as Marketing, PH&I, PGS, Finance, BT, as well as with other BU's. Lead collaboration between Global Tenders and PGS to optimize COGS. Aggregate tender volumes to achieve best COGS from PGS and co-ordinate supply chain management to ensure reliable supply.

Lead the "Adding Value beyond Price" and Portfolio strategies, developing capabilities and resources, being responsible to support initiatives across the region.

Lead the x-functional collaboration between the Markets, AI, SI, BSM, Global Brands Teams, Public Affairs, PH&I and other partners to shape environment where possible. Support markets and anticipate trends and opportunities.

Develop senior-level relationships with key Commercial Trade customers across the region in support of our Regional commercial strategies.

Ensure transparency of upcoming tender opportunities for Anti-Infective, Global SI -Sterile Injectable, Biosimilars and Global Brands portfolio and for the region 9-12 months in advance to ensure pro-active and strategic tender planning and early visibility and involvement of all supporting functions. Define appropriate usage of Global Tenders processes, services and tools (GTCS, Prometheus, Bid-Value-Matrix, Hercules, GCMC documentation service etc.) for the portfolio under his/her responsibility.



Bachelor's Degree required, MBA desired.


Minimum 10 years of experience working in pharmaceuticals, experience in PEH a plus.

Working experience in Tender, Contracting and/or Commercial Trade environment is desired.

Strong financial, commercial and analytical background. P&L Leadership experience preferred.

Entrepreneurial mindset, ability and eagerness to challenge status quo, make quick decisions, lead and operate successfully in an empowered organization.

Results oriented with high commitment to quality and performance and ability to translate a given strategy into detailed implementation and financial impact.

Confidence and experience to lead change within a matrix organization and leading without authority. Knows how to get things done both through formal channels and the informal network.

Experience and demonstrated results working and leading in multi-national, multi-cultural environments.

Strong interpersonal, communication and networking skills and also good analytical skills.

EEO & Employment Eligibility

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.

Sunshine Act

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

Additional Details:

Last Date to Apply for Job: December 19, 2017

The primary location for this role is NYHQ but work location could also include any Pfizer office in the US or Latin America

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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