Tender Manager, Thailand

The role is to plan, provide professional advice and expertise, and deliver practical tender support to the Sales team, Marketing, and related functions (e.g., Key Account Manager, Regulatory Affairs, etc.) in contracting strategies (e.g., price–performance approaches, competition simulation, preparing specifications, ensuring completion of tender documents with the distributor, bid evaluations, and negotiations with customers). The role also requires close monitoring of market and customer tender activities, government procurement laws and regulations, as well as competitor movements and product launch progress that may impact our portfolio, and then translating these insights into knowledge for the sales teams.

The Tender Manager is responsible for all channels (with a primary focus on the government channel). This role is primarily focused on delivering strategic pricing and tender optimization. It is an integral role accountable for developing best-practice processes and winning tactics, and for establishing proactive strategies to drive success in pricing, tenders, and contracting.

The Tender Manager requires a strong sense of adaptability and collaboration when making commercial recommendations to support commercial decisions for all major contracts and tenders.

Typical Accountabilities

• Setting and driving tender strategy (including specification strategy and price–performance strategy) and maximizing tender-driven business potential.
• Building competitive tender value by performing price–performance analyses and competition simulations for all tender-driven products required for AstraZeneca Thailand.
• Developing competitive, value-based specification proposals for AstraZeneca Thailand's tender-driven products.
• Analyzing and evaluating the current market situation and competition at the hospital level.
• Gaining insights from institutional customers (e.g., purchasers, heads of pharmacy).
• Identifying gaps to win tenders and protect against weaknesses.
• Developing medium- to long-term goals to maximize business potential.
• Leading and building a Cross-Functional Team and aligning roles and responsibilities for tender management.
• Managing tender data to track tender results, competitive intelligence, and tender compliance by hospital.
• Reviewing tender documents and planning submissions.
• Working closely with the Sales team to plan stock of sample products for submission.
• Driving account analysis and segmentation to define must-win tenders.
• Identifying key institutional customers/stakeholders and building stakeholder mapping and engagement strategies.
• Negotiating with responsible hospitals (separate from the Key Account Manager and Area Sales Manager); accounts will be identified together with the Cross-Functional Team.
• Building tender capability for Sales teams and other related cross-functional teams aligned to the business plan.

Qualifications:

• Bachelor's degree in pharmacy or related field
• At least 5 years in sales experience with compliment experience of Tender or Related experience and Enlisting is preferred
• Strategic thinking ability concerning the potential of tendering within Thailand
• Understanding of government procurement, hospital
• listing procedures and requirements
• Strong persuasion, communication, negotiation and influencing skills to drive change and process consistency
• Data analysis ability
• Excellent process planning and strong leadership to ensure process consistency
• Results-orientated, high-energy level, ambitious, with a strong desire to succeed
• Mid to Long-term strategic planning
• Strong collaborative mindset and skill
• Good loyalty to the company
• Demonstrates AZ Core Values consistently