Commercial Head – Gulf Region

The Position

The Role

The position is based in Dubai, UAE and will report directly to the Gulf Cluster Head – Gulf Region. The role will be responsible to lead and optimize commercial operations, ensuring seamless execution of tenders, pricing strategies, market access, and key account management while driving revenue growth and compliance.

Your Opportunities

• Oversee pricing, contracting, and tender management for public & private sectors.
• Ensure contract compliance and profitability analysis.
• Optimize commercial processes (order management, distribution, sales operations).
• 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, government bodies, and 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.

Who You Are

• Bachelor’s in Pharmacy, Business, or Life Sciences. MBA preferred.
• Minimum 5 years of senior commercial leadership experience in pharma.
• Leadership experience with Key Account Managers, Tenders and Market Access.
• Deep understanding of public & private sector procurement.
• Familiarity with VAT, import regulations, trade policies.
• Proven track record in winning large tenders & institutional deals.
• Strong problem-solving and analytical capabilities.
• Experience leading cross-functional teams and working with regional/global stakeholders.
• Strong commercial acumen and understanding of the pharmaceutical business model.
• Excellent leadership and coaching skills to manage and develop high-performing teams.
• Ability to translate strategy into execution, with a focus on results and accountability.
• Strong communication, stakeholder management, and interpersonal skills.
• Proficient in project management, sales analytics, and decision-making based on data insights.

We Are Acino

At Acino, we push the boundaries to deliver high-quality pharmaceutical products that improve patients’ lives. Driven by our collective purpose to provide access to medicines to those in need, our strength lies in our unique expertise and presence in emerging and high-growth markets. We are proud to be challenging the status quo in the pharmaceutical industry, always looking ahead to the future with an open mind.

Join Acino, a dynamic and rapidly growing environment where your contributions can make a real difference.

Acino is an Equal Opportunity Employer.

How To Apply

Note that only direct applications via our HR system (follow the link above) will be considered.