Market Access and Tender Manager Qatar

The Country Field Market Access and Tender Manager executes the MAP plan according to the overall cluster business plan and strategy for Government Accounts in their Country(ies). Contributing to maximise the value of our company Gulf business by driving excellence in Market Access and Tender execution and representing our company Gulfs’ vision, values and commitments when facing customers.

Independence, autonomy and initiative are fundamental for performing tasks and it is expected that the Field Market Access & Tender Manager will drive the effort to identify new and innovative approaches within areas of expertise when implementing projects and deliverables related to company assets. This is essential as market access is a rapidly changing discipline and a high degree of innovation is a must to outperform competition in a sustainable way. Assignments are characterised by high variability, complexity and often by lack of precedence.

Key accountabilities with regard to: Functional Responsibilities

Purpose and subject of interaction with internal/external customers and key contacts:

•            Develop and sustain collaboration and partnerships with key internal/external stakeholders to ensure excellence in MAP execution and representing our company Gulf’s vision, values and commitment when facing the customer.

•            Develop stakeholder prioritisation and communication plan to ensure impactful account engagement maintenance in alignment with our company’s business priorities.

•            Establish and maintain a broad network of stakeholders with influence on market access outcomes to promote learning, understanding and considerations of payer expectations and market access needs in their daily work.

•            Consistent and continuous collaboration and ad-hoc input and/or participation in cross-functional processes or projects.

•            Seek diverse viewpoints outside of Company to support optimal Tender and Market Access Cluster needs.

Market Access

•            Develop and monitor intelligence on the market access landscape in the country with respect to all franchises and competition access, healthcare system changes, HTA developments and general trends in the field.

•            Execute Country MAP Plan based on local needs and strategy aligned with Cluster ambition.

•            Execute strategic Market Access frameworks such as payer engagement, negotiation and objection handler in close collaboration with cross-functional teams.

•            Collaborate closely with critical functional areas in cluster (Sales, Marketing, Medical and Digital) to drive aligned actions and tactics for local Market Access. 

•            Develop insights on local payers and ensure optimal prioritisation and segmentation.

•            Navigates complex and protracted processes to ensure enlistment and reimbursement.

•            Ensure execution of pre-defined plans based on understanding of Government account funding, distribution-flows, decision drivers, influencers and market dynamics.

•            Leverage effectively our negotiation framework by executing tactics that feed into the strategy to maximize the value of our company Gulf business.

•            Communicate how payers’ interests shape their positions and adapt our company Gulf’s strategy and execution accordingly, both for negotiations and sustained account management.

•            Adapt the global/regional market access plan for cluster market access based on the country dynamics.   

Value Communication (VC) & Health Economics (HE)

•            Communicate local HE evidence and Value Communication to create tailored local value messages that resonate with local patients, payers, healthcare providers and other decision-makers.

•            Work with Cluster HEOR & VC Manager on local HE Communication Tools to ensure Company’s product value proposition will be recognized and hence local market uptake will be maximized.

•            Identify and communicate to our company Gulf the HE evidence and publication needs that will leverage local business opportunities.

•            Develop local submission value dossier ensuring coherent story line that will resonate with local payers in collaboration with our company in Gulf.

•            Identify and communicate external stakeholder training and/or engagement needs.

•            Monitor HTA/payer developments and actively provide input to our company in Gulf and relevant stakeholders across the organization.

•            Participate and represent our company in Global/Regional and local HE/HTA platforms.

Tenders:

• Oversees the assigned portfolio maintaining a long-term relationship with the main key stakeholders as Pharmacists, store managers, HCPs, payers and purchasers, maximizing sales opportunities, and revenue, in parallel generating new business channels (External stakeholders and Agents)
• Track and monitor performance for all products across the franchises and consolidate data & prepare country reports e.g. monthly consumption, forecasted orders, phasing of orders, stocks allocation etc.
• Analyse performance for all products and identify growth opportunities and achieve optimal and accurate forecast for orders phasing in accounts.
• Attain optimal stock management and ensure availability of promoted & non-promoted products with minimum expiries
• Regular visits of  Government accounts to monitor products availability, drive consumption in collaboration with the sales team, guard against replacement by competitors and properly manage the stock in trade of all products in country.
• Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the sales and medico-marketing teams and ensure products’ availability to all potential prescribers, hospitals and PHCs
• Build and maintain strong business partnerships with key stakeholders & KOLs in all government accounts i.e. purchasers, committee members, pharmacists, finance department, supply department, hospital procurement managers
• Gather market intelligence data & account dynamics in order to assess impact on operations and suggest strategy & timely action plan
• Oversee the account’s ordering cycle for all portfolio products for local purchasing and tenders in order to ensure optimal market penetration
• Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply
• Optimization of the commercial offers (FOC & Discount) to ensure the achievement of sales revenue and improve the gross margin
• Liaise between local agents and internal departments to enhance business offering to the account
• Maintain up-to-date and accurate product and environment knowledge and develop understanding on internal systems and procedures
• Support pre-launch and launch activities of new products as and when needed
• Identify and grasp listing opportunities for products in Government accounts and provide support to sales and marketing throughout the process to minimize lead time and enhance portfolio’s penetration
• Execute business related actions in line with the industry code of ethics and in compliance with company policies and procedures
• Establish annual commercial business alignment/agreements cross-functionally
• Play an integral role in the era of educating programs, partnerships, transformation and digital campaigns aligning the internal and external concerned stakeholders.
• Participating in tactical plans for the accounts under his/her responsibility, guiding the medico-marketing and sales for the aim of optimizing the resources and keeping the long-term relationship and credibility with the main external stakeholders.

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