Head of Commercial

4 days ago

Dubai, Dubai, United Arab Emirates Arcera Full time 750,000 - 1,500,000 per year

L-Acino is part of Arcera, a global life sciences company headquartered in Abu Dhabi, United Arab Emirates. Our purpose is to enable longer and healthier lives while creating sustainable growth. We develop, manufacture, and commercialize a broad range of high-quality innovative and proven medicines in key international markets. With an operational footprint spanning over 90 countries across four continents, and manufacturing sites in eight countries, we offer more than 2,000 medicines across various therapeutic areas worldwide.

The position
Commercial Head - Gulf Region
is based in
Dubai, UAE
and will report directly to the
Gulf Cluster Head - Gulf Region
. The role will be responsible to lead and optimize commercial operations, ensuring seamless execution of tenders, pricing strategies, market access, and key account management while driving revenue growth and compliance.

Your Responsibilities will be:

  • Oversee pricing, contracting, and tender management for public & private sectors.
  • Ensure contract compliance and profitability analysis.
  • Optimize commercial processes (order management, distribution, sales operations).
  • Develop winning tender strategies (bidding, pricing, submission).
  • Lead market access strategies (HTA submissions, formulary inclusion).
  • Monitor pricing regulations and adjust strategies accordingly.
  • Work with health authorities, payers, and insurers to secure reimbursement.
  • Manage Key Account Managers (KAMs) targeting hospitals, government bodies, and distributors.
  • Track KAM performance (revenue, customer satisfaction).
  • Develop account penetration strategies (contracts, volume deals).
  • Lead B2B & B2G deals (bulk tenders, institutional contracts).
  • Ensure legal & compliance alignment in all deals.
  • Negotiate pricing, rebates, and supply agreements.
  • Work with Marketing, Medical, Supply Chain, Legal for seamless execution.
  • Provide sales analytics & forecasting to leadership.

Your Profile:

  • Bachelor's in Pharmacy, Business, or Life Sciences. MBA preferred.
  • Minimum 5 years of senior commercial leadership experience in pharma.
  • Leadership experience with Key Account Managers, Tenders and Market Access.
  • Deep understanding of public & private sector procurement.
  • Familiarity with VAT, import regulations, trade policies.
  • Proven track record in winning large tenders & institutional deals.
  • Strong problem-solving and analytical capabilities.
  • Experience leading cross-functional teams and working with regional/global stakeholders.
  • Strong commercial acumen and understanding of the pharmaceutical business model.
  • Excellent leadership and coaching skills to manage and develop high-performing teams.
  • Ability to translate strategy into execution, with a focus on results and accountability.
  • Strong communication, stakeholder management, and interpersonal skills.
  • Proficient in project management, sales analytics, and decision-making based on data insights.

This is the opportunity to join a very dynamic organization, where decisions are taken fast and where you can actively participate in shaping our future. If this sounds exciting, we would love to hear more about you

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