Tenders Manager

Acino Pharma

The position is based in Dubai, UAE and will report directly to the Commercial Head. The role will be responsible for leading and optimizing 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 ops).
• 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, govt. bodies, 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.
• 6 years of experience sales.
• Proven track record in winning large tenders & institutional deals.
• Familiarity with VAT, import regulations, trade policies.
• Strong tender & contract management expertise.
• Ability to analyze P&L impact of deals
• Experience in pharma pricing strategies (reference pricing, VBP).
• Knowledge of HTA, reimbursement pathways, payer landscapes.
• Familiarity with government procurement processes.
• Proven B2B/B2G negotiation skills (hospitals, insurers, distributors).
• Ability to influence KOLs, policymakers, procurement teams.
• Strong data-driven decision-making (Excel, Power BI, CRM tools).
  
• Understanding of pharma compliance (anti-bribery, FCPA, local laws).
• Experience working with legal teams on contracts.
• Stakeholders focused; strong networking is preferable.
• Strong analytical and problem-solving abilities to identify customer needs and recommend appropriate solutions.
• Demonstrated ability to adapt quickly in a fast-paced, ever-changing environment.
• Ethical mindset and commitment to complying with industry regulations and company policies.