Job Title: Manager – International Business (B2B Formulations)
Location: Middle East (KSA & UAE)
Department: International Business
Reporting to: Lead – Business Development (New Markets)
Role Objective
The incumbent will be responsible for driving strategic growth and market expansion of the B2B Formulations business across the assigned Middle East territories. The role focuses on developing and executing go-to-market strategies, managing key partnerships, leading product lifecycle initiatives, and ensuring successful participation in tender and retail segments. The position requires strong cross-functional collaboration to deliver sustainable growth, maximize portfolio opportunities, and strengthen the company's regional footprint.
Key Responsibilities
1. Strategic Market Expansion & Growth
- Develop and implement market entry and expansion strategies for B2B formulations across KSA and UAE.
- Drive portfolio commercialization through local partners in both tender and retail segments.
- Identify and evaluate new market opportunities within the Middle East and broader Asia region.
- Formulate and execute long-term (5-year) business growth plans aligned with organizational objectives.
- Recommend strategic investments, including joint ventures and inorganic growth opportunities, to accelerate regional expansion.
2. Tender Management & Market Intelligence
- Conduct detailed mapping and analysis of key tenders:
- KSA: NUPCO
- UAE: Rafed and DHA
- Analyze competition, pricing strategies, and product positioning to enhance win rates.
- Leverage data analytics and market intelligence to identify high-potential products, including:
- First-to-register opportunities
- First-to-launch products
- Unregistered/high-demand molecules
- Collaborate with local partners to ensure effective tender participation, award conversion, and supply execution
3. Portfolio Development & Regulatory Coordination
- Drive new product development initiatives aligned with market demand and regulatory pathways.
- Collaborate with internal stakeholders (Regulatory Affairs, R&D, IP, Project Management) to:
- Track under-registration pipeline
- Ensure timely approvals and launches
- Develop IP-led portfolio strategies based on regional regulatory frameworks and internal capabilities.
- Ensure alignment of product pipeline with tender requirements and commercial priorities.
4. Partner Management & Execution Excellence
- Manage relationships with regional B2B partners to ensure seamless execution of business plans.
- Coordinate technology transfer, secondary packaging, and localization initiatives, particularly in KSA.
- Oversee project execution, including serialization requirements and compliance with regional regulations.
- Ensure timely delivery, quality compliance, and operational efficiency across the supply chain.
5. Cross-Functional Collaboration
- Act as a key interface between internal teams (R&D, Regulatory Affairs, IP, Supply Chain, and Project Management) and external partners.
- Drive alignment across stakeholders to ensure efficient decision-making and execution.
- Communicate market insights and business performance updates to leadership.
Job Requirements
Professional Experience & Skills
- 10–12 years of relevant experience in international business development, preferably in pharmaceuticals (B2B formulations).
- Strong expertise in tender business (NUPCO, Rafed, DHA) and retail market dynamics in the Middle East.
- Demonstrated ability in portfolio strategy, product lifecycle management, and market expansion initiatives.
- Hands-on experience in technology transfer, serialization, and secondary packaging within regulated markets.
- Strong analytical skills with proficiency in using data for decision-making and opportunity identification.
- In-depth understanding of regulatory frameworks, IP considerations, and market access requirements.
- Proven track record of managing partnerships and delivering business growth.
- Excellent communication, negotiation, and stakeholder management skills.
- Strong strategic thinking, problem-solving, and decision-making capabilities.
- Willingness and ability to travel extensively across assigned geographies.
Educational Qualification
- MBA or equivalent postgraduate qualification from a reputed institution.
- A background in Life Sciences, Pharmacy, or related disciplines will be an added advantage.
