About the Role
SERB Pharmaceuticals, a global specialty pharmaceutical company focused on rare and urgent conditions, is seeking a Commercial Director for the MENA region. The company provides essential medicines for rare diseases, emergency care, and medical countermeasures across over 100 countries. This role will be responsible for leading the commercial performance and launch execution of newly registered MA products in the Gulf and Levant. The position requires senior commercial leadership to ensure strong execution through distributors and field teams, and close collaboration with Marketing, Medical Affairs, Regulatory Affairs, Quality Assurance, and Supply Chain to ensure compliant, high-quality operations in key hospital and tender-driven markets.
The Commercial Director, MENA will be home-based in Riyadh, Saudi Arabia, with an expected travel commitment of approximately 60% across the GCC. This role is integral to driving SERB's growth and its mission to make life-saving medicines accessible to patients.
Key Responsibilities
- Define and execute commercial strategies for the GCC and Levant regions, aligning with MEA strategic priorities and global brand objectives.
- Oversee 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 the MEA GM and Global teams to inform long-term portfolio planning and launch sequencing.
- Build, lead, and coach a team of Key Account Managers (KAMs), establishing competency frameworks, performance KPIs, and succession plans in line with SERB HR policies.
- Conduct structured field coaching and ensure consistent execution of the SERB Sales Excellence framework.
- Undertake regular field visits to support KAMs, engage customers, and assess execution quality.
- Support organizational readiness for future portfolio expansion, including recruitment planning and capability development.
- Collaborate with Marketing to localize global brand plans, ensure flawless field execution, and provide continuous market insights.
- Partner with the MSL team to ensure an 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.
- Govern 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 tender and MA teams to secure optimal product availability.
- Maintain 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.
- 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.
Qualifications and Requirements
- Bachelor's degree in Pharmacy, Life Sciences, or Business; an MBA is an advantage.
- A minimum of 10 years of pharmaceutical commercial experience across KSA and the 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 approximately 50% of the time across the region.
Required Skills
- Commercial Strategy Development and Execution
- Launch Execution and Management
- Sales Performance Management
- Team Leadership and Development
- Business Plan Development and Forecasting
- Market Intelligence Gathering and Analysis
- Field Coaching and Sales Excellence
- Cross-functional Collaboration
- Brand Plan Localization
- Scientific Engagement Strategy
- Tender Management and Pricing Strategy
- Market Access Initiatives
- Stakeholder Relationship Management
- Compliance and Risk Assessment
- Performance Reporting and Business Reviews
- Negotiation and Strategic Account Management
- Demand Planning and Data-driven Decision-making
- Problem-solving, Agility, and Resilience
Work Environment and Location
This is a full-time, home-based position located in Riyadh, Saudi Arabia. The role requires approximately 60% travel across the GCC region. Supported cities in KSA include Riyadh, Jeddah, Dammam, Al Khobar, Makkah, Medina, Tabuk, Abha, Yanbu, Al Jubail, Najran, Hail, Jazan, Taif, and Al-Ahsa.
about 5 hours ago
3,500 / Month
