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Pricing Lead – Saudi Arabia

Function: PRA

Location: Riyadh, Saudi Arabia

Reports to: PRA Senior Director

Role:

The Pricing Lead is accountable for end-to-end pricing strategy, execution, governance, and optimization for all Lilly products in Saudi Arabia across retail, public tenders, institutional channels, and special access pathways.

The role ensures value-based, complaint, and sustainable pricing aligned with:

• Saudi healthcare regulations (SFDA, MOH, NUPCO)
• Lilly global pricing principles and governance
• Long-term market access, portfolio sequencing, and lifecycle value

This role acts as the single point of accountability for pricing decisions, balancing access, affordability, revenue optimization, and international price reference (IRP) risk.

Key Responsibilities:

Pricing Strategy & Lifecycle Management:

• Lead pricing strategy development for:New product launches
• Indication expansions
• Line extensions, new strengths, and pack configurations
• Design launch and post-launch price corridors considering:International price referencing (IPC baskets)
• GCC and EU spillover risks
• Volume growth vs price erosion trade-offs
• Own lifecycle pricing decisions, including:Price renewals
• Discounts vs FOC strategies
• Tender-driven price resets
• Ensure alignment between value narrative, HTA positioning, and price ambition

1. Public & Institutional Pricing (MOH / NUPCO / Government)

• Lead pricing strategy for:NUPCO tenders

• MOH direct procurement

• Governmental institutions (NGHA, MODA, KFSH)

• Define:Tender floor prices

• Discount architecture (flat, tiered, weighted average)

• Risk-sharing and volume-based scenarios

• Ensure price sustainability across tender extensions, rebids, and renewals

• Partner with Access, Medical, and Commercial teams to:Translate clinical and economic value into tender-ready pricing logic

• Support negotiation positioning with payers and committees

Retail & Private Market Pricing:

• Own retail pricing strategy, including:SFDA pricing submissions and appeals with PRA
• Private market discount governance
• Alignment with insurance reimbursement dynamics
• Balance retail price integrity with:Access expansion
• Competitive positioning
• Long-term reference price protection
• Monitor:Net price evolution
• Channel mix shifts
• Gross-to-net impact
• Tender floor prices

Pricing Governance & Compliance:

• Act as pricing policy owner for the Saudi affiliate
• Ensure full compliance with:

Lilly Global Pricing Policy:

• Price Right and approval workflows

• Audit and documentation standards

• Lead:Price approvals (local, META, IBU)

• Tender price extensions governance

• Exception management and escalation

• Maintain pricing decision traceability and defensibility for internal and external audits

Financial Impact & Scenario Modeling:

• Build and own pricing-driven financial scenarios, including:Budget impact

• PRV / revenue at risk

• Volume-price trade-off analysis

• Partner with Finance to:Align pricing decisions with forecast, LBE, and LRPs

• Support GM, PRA and CFO decision-making

• Quantify impact of delayed access, price concessions, and policy shifts

6.

Cross-Functional Leadership & Influence:

• Serve as pricing thought partner to:GM

• PRA Director

• Finance

• Medical

• Regulatory

• Commercial

• Lead pricing discussions within:Cross-Functional Teams (CFTs)

• Launch Excellence forums

• Portfolio prioritization discussions

• Coach and upskill teams on pricing logic, policy, and financial implication

Key Capabilities & Skills:

Technical & Strategic:

• Advanced understanding of:Pharmaceutical pricing methodologies
• Tender economics
• IRP mechanics
• HTA and value frameworks
• Strong financial acumen (BIM, revenue modeling, net price logic)

Leadership & Influence

• Executive-level stakeholder management
• Ability to lead without authority
• Strong negotiation and decision-framing skills

Behavioral

• High integrity and compliance mindset
• Strategic thinking with operational rigor
• Comfortable operating in ambiguity and high-stakes environments

Qualifications & Experience

• Bachelor’s degree in pharmacy, Economics, Finance, Business, or related field
• MBA or advanced degree preferred
• 5 years of experience in:Pharmaceutical pricing
• Market access
• Finance or reimbursement
• Deep experience in Saudi Arabia pricing and procurement strongly preferred
• Prior experience working with regional/global pricing governance is a strong advantage

Success Metrics (What Good Looks Like)

• Sustainable access secured without irreversible price erosion or Negative PRVs
• Clear, defensible pricing logic trusted by leadership
• Zero critical pricing compliance findings
• Strong alignment between price, value, and volume outcomes
• Recognized as pricing authority and strategic advisor within the affiliate

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