Sr. Manager, Gross-to-Net Commercial Excellence

Sr. Manager, Gross-to-Net Commercial Excellence

Department: Commercial Excellence, International Operations

Location: Riyadh, Saudi Arabia

Your impact begins here

As Sr. Manager, Gross-to-Net Commercial Excellence, you will drive how Novo Saudi Arabia plans, manage and evaluates its commercial investments. You will own Gross-to-Net management, turn performance data into forward-looking recommendations and help leadership decide where investment creates the most value. Your work supports sustainable, profitable growth in Saudi Arabia, so we can keep serving people living with serious chronic diseases.

What you’ll bring

You combine commercial and financial insight with the discipline to turn complex data into clear decisions.

• A Bachelor’s degree in Business Administration, Finance, Economics, Pharmacy, Engineering or another relevant discipline.
• At least 7 years of relevant experience in consumer health, pharmaceutical or FMCG companies.
• At least 3 years in Gross-to-Net or net revenue management, Pricing, Commercial Excellence, Commercial Finance, Trade or Channel Strategy, Business Planning or a closely related area.
• A strong understanding of the gross-to-net and net revenue waterfall, including discounts, rebates, trade investments, accruals, price-volume-mix and net sales drivers.
• Advanced analytical, modelling, forecasting and scenario-planning skills, including advanced Excel and experience with Power BI or a similar visualisation tool.
• Experience leading cross-functional governance, performance-management or forecasting processes and engaging senior stakeholders.
• The ability to influence and lead without formal authority, with excellent communication, facilitation and presentation skills.
• Fluent written and spoken English.
• High integrity, sound judgement, attention to detail and a continuous-improvement mindset.

Useful, but not essential:

• Experience in the Saudi retail pharmacy market is highly preferred.
• Arabic proficiency.
• An MBA or other relevant postgraduate qualification.

What you’ll do

You will be the owner of Gross-to-Net management in Saudi Arabia, while collaborating with the Commercial Excellence lead for performance analysis, planning and forecasting.

• Own and improve the end-to-end Gross-to-Net governance cycle, including calendar, data inputs, definitions, roles, decision rights, review forums and action tracking.
• Build and maintain one transparent Gross-to-Net waterfall across discounts, rebates, trade investments, marketing funding and other commercial deductions, with visibility by product, customer, channel and investment type.
• Lead regular reviews with Trade, Pricing, Marketing and Finance: reconcile actuals against plan and forecast, challenge assumptions and variances, and track actions to closure.
• Make sure every Gross-to-Net element has a clear objective, eligibility criteria, approval route and measurable outcome, and monitor exceptions, policy adherence and total exposure.
• Identify revenue leakage, over- or under-spend and ineffective investments, and recommend corrective actions, reallocation and performance-based alternatives for leadership reviews, key customer decisions and commercial negotiations.
• With the Commercial Excellence lead, develop dashboards and scorecards, run driver, variance and scenario analyses, and contribute to annual planning, target setting and rolling forecasts that bring volume, price, mix and Gross-to-Net assumptions into one net sales outlook.
• Improve data quality, dashboards and automation, and manage consultancies, agencies and data providers as required, always in line with internal controls, local requirements and business ethics.

Who you’ll work with

Based in Riyadh, you will join the Commercial Excellence department in Saudi Arabia, part of International Operations, and report to the Director, CE & Projects – Saudi Arabia. Y

Day to day, you will work with the Saudi Leadership Team and with colleagues in Commercial excellence, Trade, Marketing, Pricing & Market Access, Finance, Sales and Supply Chain. You will also connect with Regional and International Operations teams in Gross-to-Net, pricing, commercial insights and Analytics, and with external consultancies, agencies and data providers when needed.

Much of this work happens without direct authority. You will bring different functions together, speak up when things stall and keep decisions moving with clear owners and deadlines.

What you can expect here

You will work in an international environment where your expertise is valued and your recommendations reach senior leaders. The role gives you the chance to broaden your commercial and financial perspective by working across Trade, Pricing, Marketing, Finance and regional teams.

You will be supported to perform at your best, trusted to take ownership and encouraged to make your voice heard. Expectations are clear, the pace is steady and the culture rewards results.

Start now

Your impact begins today. If you are ready to bring clarity and discipline to commercial investment in Saudi Arabia, apply for the Sr. Manager, Gross-to-Net Commercial Excellence role by November 3, 2026. Applications are reviewed on an ongoing basis, so we encourage you to apply as soon as possible.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.