POSITION DETAILS Designation: Head of Tender Management Germany ROLE OVERVIEW/ PURPOSE The Head of Tender Management Germany is responsible for leading and continuously developing Glenmark’s tender-driven business in the German market, ensuring sustainable growth, profitability and compliance. The function directly reports to the Country Manager Germany. The role goes beyond operational tender execution and encompasses strategic ownership of the tender portfolio, including forecasting, performance monitoring and cross-functional alignment with Marketing & Sales, Supply Chain, Demand Planning and Finance. As a key interface to external stakeholders, the role represents Glenmark towards statutory health insurance funds (SHIs), authorities and industry bodies. This includes leading negotiations, managing contractual relationships and ensuring compliant handling of supply-related obligations. In addition, the position plays a critical role in monitoring and interpreting regulatory and market developments in Germany (e.g. healthcare policy, reimbursement frameworks), translating these into actionable insights and advising the local management team on potential business impact. The Head of Tender Management acts as a strategic partner to the Country Manager and contributes actively to the overall commercial strategy and performance of Glenmark Germany. The major accountabilities of the role:
End-to-end ownership of the German tender business, including strategy, execution and performance monitoring Lead and continuously develop the tender function, acting as project lead for all tender-related activities and ensuring alignment with overall business objectives Define and implement tender, portfolio and bidding strategies to optimize profitability and sustainable business growth Ensure full contractual compliance and proper execution of all tender-related obligations, including regulatory and reporting requirements Act as primary point of contact and partner for statutory health insurance funds (SHIs), including leading negotiations, managing contracts and handling escalations Represent Glenmark Germany towards external stakeholders, including authorities and industry associations (e.g. Pharma Deutschland), and translate regulatory and legislative developments into business actions Drive forecasting, financial planning input and performance tracking for the tender-driven portfolio in close collaboration with Marketing & Sales, Demand planning and Finance Ensure efficient organizational setup, including leadership and development of the team as well as optimization of processes and workflows Drive continuous improvement by implementing and enhancing controlling, reporting and data-driven decision-making systems Lead the team in providing and optimizing data-driven insights (e.g. ABDATA, Insight Health) to enable commercial excellence and informed business decisions across functions
Key Interactions Internal Country Manager Germany; Head of Marketing & Sales ; Head of Finance; Head of Departments; Senior Director – Head of Supply Chain Strategy; In‑market Portfolio & Launch Management; Senior Director;Demand Planning & Logistics; Senior Vice President & Cluster Head - Formulation Quality External Education Qualification Degree in Business Administration, Health Economics, Natural Sciences or a related field, or equivalent experience within the pharmaceutical (generics) industry
Relevant Work Experience Minimum 5 years of experience in tender management within the pharmaceutical (Gx) industry; Proven experience in a senior role with team leadership responsibility; Solid understanding of the German pharmaceutical market, in particular SHI, tender and reimbursement systems Strong analytical and conceptual thinking skills with a high affinity for data-driven decision-making Language Skills: Fluent German (C2 level) and professional English Resilient, pragmatic and able to perform in a dynamic and fast-paced environment
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