Regional Commercial Lead

Position Description

Pulmonary Arterial Hypertension (PAH) is a rare disease with a high morbidity and mortality impacting patients and their loved ones. Despite a multitude of approved therapies, unmet need persists and there is widespread consensus among payers, clinicians and patients that more treatment options are needed to improve the management of this debilitating disease. Merck’s ability to make a meaningful impact on this disease for patients and their loved ones will be influenced by the leadership of this role.

The PAH Regional Commercial Leader (RCL) is the senior strategic commercial leader for the franchise in the MER Region. He / she supports the MER markets in preparation for launch, tailors global strategy to the needs of the markets and is to achieve top
- and bottom-line growth for the product in the region once launched. The RCL will play an important role in supporting the commercial transformation and leadership of our product launch, including new ways of working, embedding advanced analytics, evolving the commercial models and building value for patients, payers and healthcare professionals.

This is a high-visibility leadership role, reporting both to the Executive Director, Pulmonary Arterial Hypertension Lead and the MER Region Chief Marketing Officer (dotted line).

Key Roles & Responsibilities

Global Coordination & Launch Preparedness

Represent MER on the Global Commercial Team (GCT) and provide input into global brand strategy to effectively representing the opportunities and risks of countries in MER region
Actively participates in the Global L3 process to develop product positioning, sustainable differentiation, and lead launch readiness efforts
Acts as a key link and integrator with global pricing teams to translate pricing strategies to local markets
Lead ongoing update of the global franchise team on MER countries status and initiatives to support prioritization of supply and resources needs
Shares best practices / lessons learned with global functions and across the region, and ensures appropriate deployment of customer solutions, commercial innovation, and digital capabilities in support of growth objectives

Strategy & Planning

Leads Regional Commercial Team (RCT) composed of cross-functional team member (Policy, Medical, Market Access, CORE and Communication)
Leads the product forecasting and planning efforts for the MER region; works collaboratively with MER countries through forecast and LROP cycles
Establishes and monitors product KPIs encompassing business and customer experience, and reviews performance regularly with countries and the regional CMO, GCL/GBLs
Coaching countries in the deployment of L3 marketing framework developing country specific strategy and supporting the efforts to commercialize and grow the portfolio in line with country financial performance objectives
Recommends prioritization, resource allocation, capabilities development needs, and multicounty initiatives, coordinating planning efforts across MER countries

Builds Talent

Coaches BUD’s on marketing, digital, and sales functional competencies, cross-functional team work and collaboration, and sales & operations.
Deploys training programs & tools to strengthen & develop local capabilities for market development, launch readiness, competitiveness & DD&A.

Location

This position can be based out of Europe or Middle East

**Position Qualifications**:
**Education Minimum Requirement**:
**Required**: Bachelor’s Degree

**Preferred**: Advanced Degree

**Required Experience and Skills**:
Minimum of 10 years of progressive experience across marketing, sales, market access or related experiences in pharmaceutical or biotechnology industries
Strong leadership skills and ability to collaborate across the organization and various stakeholders and to lead without authority
Proven track record of high-performance launches and driving business results
Exceptional communicator with strong verbal, written and presentation skills

**Preferred Experience and Skills**:
Product launch experience at the market or global level
Previous Leadership Team level (e.g. BUD) experience preferred
Country or regional prior experience
Proven ability to analyze complex data and create clear patient and customer centric strategies
Experience with developing and implementing innovative customer solutions

Search Firm Representatives Please Read Carefully

**Employee Status**:
Regular

**Relocation**:
No relocation

**VISA Sponsorship**:
**Travel Requirements**:
50%

**Flexible Work Arrangements**:
**Shift**:
1st - Day

**Valid Driving License**:
**Hazardous Material(s)**:
**Requisition ID**: R183503