Job Title: Tender Management Lead – (Pharma / Life Sciences)
Location: Germany / EU (Hybrid preferred)
Employment Type: Full-Time
Function: Commercial Excellence / Market Access
Seniority: Senior Manager / Lead
Role Summary
We are seeking a Tender Management Lead with Pricing exposure to own end-to-end European tender strategy while supporting pricing governance and access initiatives.
The ideal candidate will bring deep hands-on tender management experience across hospital, regional, and national tenders, along with working knowledge of pharma pricing concepts (IRP, GTN, basic price corridor management).
This role partners closely with Pricing, Market Access, HEOR, Sales, Supply Chain, Legal, and Finance to maximize tender win rates, protect margins, and ensure compliant execution across EU markets.
Primary focus is Tender Management excellence, with secondary responsibility in Pricing coordination and analytics.
Key Responsibilities
Tender Management (Primary)
* Own end-to-end tender lifecycle across Europe (hospital, regional, national tenders)
* Develop tender segmentation, win themes, value narratives, and bid strategies
* Lead bid/no-bid governance and approval workflows aligned with pricing guardrails
* Build pricing ladders, sensitivity models, and win/loss analytics
* Drive cross-functional readiness (Supply Chain, MA, Medical, Legal, Sales) for timely submissions
* Manage contract performance including rebates, SLAs, penalties, and renegotiation triggers
* Monitor tender KPIs (win rate, margin, OTIF, penalties) and implement continuous improvement
* Ensure compliance with procurement laws, anti-bribery standards, and internal SOPs
Pricing Support & Market Access (Secondary)
* Support EU pricing strategy execution in collaboration with Global / Regional Pricing teams
* Assist with price corridor management, GTN tracking, and IRP impact assessments
* Contribute to AMNOG / EU5 pricing and access submissions where required
* Coordinate pricing inputs for tenders to ensure alignment with governance rules
* Maintain pricing data in systems such as Model N / NAVLIN / SAP / Revitas
* Support dashboards and analytics (Power BI / Tableau / Excel) for leadership reviews
Required Qualifications
Must Have
* 8–12+ years of experience in European pharma tender management or commercial excellence
* Proven hands-on leadership of multi-country tender portfolios
* Strong commercial acumen with tender analytics, forecasting, and contract management
* Working knowledge of pharma pricing fundamentals (IRP, GTN, basic price governance)
* Experience collaborating with Market Access and Pricing teams
* Proficiency in Excel and BI tools (Power BI / Tableau preferred)
* Experience with systems such as Model N, NAVLIN, SAP, Revitas, or tender portals
* Strong stakeholder management in matrix environments
* Fluent English (German preferred)
Nice to Have
* Exposure to AMNOG / EU5 pricing processes
* Experience in specialty pharma, oncology, or biologics
* Familiarity with MEAs / outcome-based tender constructs
* Distributor market or rare disease experience