Commercial Development & GTM Excellence Sr. Manager

Role Summary

The Commercial Development & GTM Excellence (Sr.) Manager leads commercial partnership design and business development deal activities within commercial promotional partnership models in the market.

This role is responsible for structuring and negotiating partnership agreements to ensure clear commercial and financial terms (including service fee schemes), defined partnership roles, measurable performance KPIs, governance mechanisms, and compliance requirements. The objective is to enable effective and compliant execution within the agreed partnership model.

The role also serves as the local counterpart to the International Promotional Partnership Alliance (IPPA) team, champions Third-Party Risk Management (TPRM) integration within partnership structures, and supports adoption of selected GTM-linked global commercial excellence and innovation initiatives.

Role & Responsibility

1. Commercial Partnership Design & Deal Development

• Assess business development and promotional partnership opportunities in collaboration with Therapeutic Areas (TAs) and cross-functional stakeholders.

• Consolidate cross-functional input (Commercial, Finance, Legal, Compliance, Medical, Quality, etc.) and represent the market in commercial negotiations with candidate partners.

• Lead negotiation of commercial terms including service fee schemes, collaboration scope, KPIs, and relevant compliance and regulatory requirements.

• Ensure negotiated terms align with commercial priorities, financial guardrails, and compliance standards prior to contract finalization.

• Align business case assumptions and financial inputs with negotiated partnership terms to support internal approval processes.

• Translate negotiated terms into a clear and execution-ready partnership structure, defining scope, roles, governance, and financial arrangements prior to handover.

• Support contract amendments and ensure alignment of related commercial and governance implications.

2. Partnership Governance & Risk Integration

• Serve as the local counterpart to the International Promotional Partnership Alliance (IPPA) team and align global partnership standards with local implementation.

• Drive integration of Third-Party Risk Management (TPRM) requirements into partnership design and governance structures.

• Coordinate required partnership approval (PPA) and TPRM processes with Compliance, Legal, Quality, and other risk functions.

• Embed third-party compliance requirements into partnership contracts and governance frameworks.

• Establish governance cadence, performance review mechanisms, and escalation pathways.

• Act as the primary in-market contact for promotional partnership governance guidance

3. GTM-Linked Global Initiative Enablement

• Lead selected GTM-related global commercial excellence and innovation initiatives into promotional partnership operating framework where applicable.

• Coordinate with global and regional stakeholders to ensure local applicability and consistent implementation.

• Promote practical application of GTM excellence standards within partnership models.

4. Cross-Functional Coordination & Portfolio Support

• Partner closely with TAs and enabling functions (Finance, Access, Medical, Safety, Legal, Compliance, Quality, Supply, etc.) to ensure alignment during deal development and partnership setup.

• Provide TA-agnostic support based on country priorities and shift focus to high-impact opportunities as needed.

• Promote consistent partnership governance and GTM frameworks across the portfolio

Qualifications

• Bachelor’s degree or above.

• Preferably 5–7+ years of experience in business development, commercial, alliance management, or GTM-related roles within the pharmaceutical or related industry.

• Demonstrated experience in alliance or partnership management and commercial negotiation with a strong balance of business impact, execution discipline, and compliance awareness.

• Strong understanding of cross-functional interdependencies in a matrix organization.

• Proven strengths in communication, stakeholder coordination, and problem-solving.

• Strong analytical and execution-oriented mindset.

• Comfortable operating in environments with change and ambiguity.

Organization Relationships

• Marketing

• Finance & Tax

• Legal & Compliance

• Quality & Supply / Trade Relations

• Safety

• International PPA team

Work Location Assignment: Hybrid

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

Bus Dev & Strategic Planning