شركة BTG Pharmaceuticals تعلن عن وظيفة مدير تجاري لمنطقة الشرق الأوسط وشمال أفريقيا في الرياض

Critical Needs. Immediate Action.

SERB is a fast-growing global specialty pharma company designed to address rare and urgent conditions by delivering life-saving medicines when time and complexity leave no room for failure.

We operate end-to-end across 100+ countries, ensuring 70+ essential medicines for rare diseases, emergency care, and medical countermeasures reach patients and clinicians with urgency - wherever and whenever they are needed.Shaped over the past 25 years by an entrepreneurial, disruptive spirit, SERB combines the focus and agility of a biotech with the scale, reach, and reliability of a global pharmaceutical company - always grounded in medical purpose, not corporate convention.

Our 600+ employees are driven by three core values:

• Patients first, always
• Patients are not a concept - they are why we act, especially when time matters most.
• Impact focused
• We are agile, entrepreneurial, and disciplined - working smart and learning continuously to deliver results that matter, with the consistency, quality, and trust that critical care demands.
• Team powered
• We go the extra mile - together - because our shared commitment drives extraordinary outcomes.

Guided by a clear ambition and a relentless focus on patients, SERB continues to expand through selective, innovative acquisitions, launching new treatments and entering new geographies. Across every step - from integration to delivery - our people act with passion, ownership, and determination to ensure life-saving medicines become available to patients who need them, worldwide.

Broad Overview:

The Commercial Director for MENA leads the commercial performance and launch execution of newly registered MA products across the Gulf and Levant. The role provides senior commercial leadership across the region, overseeing a team of KAMs and ensuring strong execution through both distributors and field teams. With close cross-functional collaboration with Marketing, Medical (MSLs), RA, QA, and Supply Chain, the position ensures compliant, high-quality execution and reinforces SERB’s presence across key hospital and tender-driven markets.

The role will be home based (location Riyadh) and the incumbent will be required to travel approx. 60% of their time across the GCC.

As the Commercial Director, MENA your responsibilities will include:

• Define and execute the commercial strategy for GCC and Levant aligned with MEA strategic priorities and global brand objectives.
• Own the regional revenue delivery, sales performance, and profitability for all newly registered MA products.
• Lead the annual Business Plan (BP) development, target setting, and rolling forecast processes for the region.
• Provide market intelligence to MEA GM and Global teams to shape long-term portfolio planning and launch sequencing.
• Build, lead, and coach a team of KAMs, developing clear competency frameworks, performance KPIs, and succession planning aligned with SERB HR policies.
• Conduct structured field coaching and ensure consistent execution of the SERB Sales Excellence framework.
• Conduct regular field visits to support KAMs, engage customers, and assess execution quality
• Support organisational readiness for future portfolio expansion, including recruitment planning and capability upgrades.
• Work closely with Marketing to localise global brand plans, ensure flawless execution in the field, and provide continuous market insights.
• Collaborate with MSL team to ensure aligned scientific engagement strategy, KOL mapping, and pre-launch educational activities.
• Support RA, QA, and Supply Chain in ensuring compliant product flow, timely MA renewals, and successful launch readiness.
• Ensure full tender readiness including pricing strategy, product registration status, and competitor mapping
• Ensure strong governance of commercial contracts, pricing structures, and inventory management across Oman, UAE, Qatar, Bahrain, Kuwait, Jordan, Lebanon and KSA.
• Oversee market access initiatives, ensuring tender preparedness, pricing consistency, and compliant submissions.
• Identify gaps in hospital formulary access and coordinate actions with the tender and MA teams to secure optimal product availability.
• Maintain strong relationships with national procurement bodies (NUPCO, MOH, GHC, NHRA, DoH, DHA) through coordinated distributor engagement.
• Ensure strict adherence to SERB compliance and promotional codes across all field activities.
• Lead commercial risk assessments and implement corrective action plans where needed.
• Provide monthly performance dashboards, business reviews, competitive intelligence, and strategic recommendations to MEA leadership.
• Represent SERB in major industry events, regional congresses, and key stakeholder meetings.
• Strengthen relationships with hospital commercial stakeholders, pharmacy directors, procurement leads, and supply chain managers.

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

To be successful in this role, you should demonstrate:

Education and Experience

• Bachelor’s degree in Pharmacy, Life Sciences, or Business; MBA is an advantage.
• Minimum 10 years of pharmaceutical commercial experience across KSA and GCC.
• At least 3-5 years in a senior sales management role leading KAMs and distributors.
• Proven track record in launching newly registered MA products and growing hospital/tender-driven portfolios.
• Strong experience in forecasting, tender processes, and business planning.
• Demonstrated ability to work cross-functionally with Marketing, MSLs, Regulatory, Quality, and Supply Chain.
• Willingness and ability to travel 50% of the time across the region

Skills and Attributes

• Strong leadership and people-management skills, with the ability to develop high-performing teams.
• Excellent commercial acumen, negotiation capability, and strategic account management expertise.
• High proficiency in demand planning, analytics, and data-driven decision-making.
• Ability to manage complex stakeholders and build strong customer and distributor relationships.
• Strong communication and presentation skills, with executive-level influence.
• High level of integrity and compliance mindset, ensuring strict adherence to internal and external regulations.
• Agility, resilience, and strong problem-solving skills in fast-changing market environments

**'The role will be home based (location Riyadh) and the incumbent will be required to travel approx. 60% o their time across the GCC'**