Beijing Sr GtN Governance Mgr_ Beij

Job description

Key Responsibilities The position holder owns the China GtN governance agenda and translates F&O and business strategy into prioritised operational goals, governance roadmaps and execution plans. Accountable for directing cross-functional governance, resolving complex trade-offs, optimising allocation of GtN investments and ensuring delivery of sustainable growth, profitability and compliance outcomes. GtN strategy and value optimization Own and continuously refine the portfolio GtN strategy and list-to-net price waterfall, covering discounts, rebates, incentives, service fees and trade terms. Identify price leakage and value pools; recommend redesigning, reallocation or exit of low-return schemes to improve profitable, sustainable growth. Develop scenarios and guardrails that balance customer attractiveness, channel fairness, volume growth and net margin. Act as the owner of the China GtN governance framework and set enterprise-wide principles, decision standards, guardrails and performance expectations for GtN-related investments. Make or escalate clear choices on scheme redesign, reprioritization and exit within delegated authority, balancing growth, profitability, customer impact and risk. Channel and trade investment management Co-own investment strategy with Commercial and Trade across e-commerce, private key accounts, and national or regional pharmacy chains. Apply revenue growth management and FMCG-style trade investment disciplines, including customer and channel profitability, promotion effectiveness and counter-performance. Establish investment review cadences and recommend rapid adjustments in response to market and channel dynamics. Direct the cross-functional investment agenda and recommend allocation or reallocation of GtN resources across channels and customers based on strategic priorities and expected enterprise value. Hold business and workstream owners accountable for agreed investment assumptions, milestones, counter-performance and corrective actions. Pricing, contracting and portfolio decision support Partner with Commercial, Trade, Marketing and Market Access on pricing, contracting, promotion and channel decisions, embedding net-revenue and ROI perspectives before commitment. Provide fact-based input for customer negotiations and portfolio or launch planning. Lead cross-functional decision forums for significant pricing, contracting and portfolio matters, resolve competing objectives and provide a clear recommendation to F&O and business leadership. Act as delegated approver for GtN matters within formally approved decision limits, where applicable. Performance analytics, forecasting and executive insights Define KPIs and scorecards for GtN efficiency, scheme performance, channel ROI, customer profitability and incremental profitable volume. Lead regular performance reviews, scenario modelling and forward-looking GtN outlooks; translate complex analysis into clear recommendations for senior leadership. Partner with Finance on budget, forecast and actuals visibility, and support robust assumptions for commercial investment planning. Translate departmental plans into measurable GtN targets and operational priorities, and ensure transparent performance reporting to local and relevant regional/global management. Challenge assumptions independently, identify issues not immediately evident in existing systems or processes, and lead the development of practical solutions. Capability, Process and System Development Lead the development and continuous improvement of GtN capabilities, operating models, methodologies and governance standards to enhance organizational effectiveness and decision quality. Establish and standardize frameworks, processes, templates and data definitions for price waterfall management, ROI evaluation, investment governance and performance management to drive consistency and scalability across the organization. Drive data quality, automation, digitalization and decision-support capabilities by partnering with Digital, Data & Technology and relevant system owners, enabling more efficient and insight-driven decision making. Build organizational GtN and revenue growth management capabilities through coaching, knowledge sharing, cross-functional collaboration and adoption of best practices, fostering a continuous improvement culture. Capability, process and system development Standardize methodologies, templates and data definitions for price waterfalls, ROI evaluation and investment governance. Improve data quality, automation and decision-support tools, partnering with Digital, Data and Technology and system owners where relevant. Build GtN and revenue growth capability through coaching, knowledge sharing and cross-functional ways of working. Set the multi-year capability, process and system roadmap for GtN, prioritise improvement initiatives and direct cross-functional implementation. Build organizational capability through structured coaching, feedback, stretch assignments and communities of practice; develop successors and critical GtN talent where applicable. Qualifications Education Bachelor's degree or above in Business, Finance, Economics, Accounting, Marketing or a related discipline. MBA, master's degree or relevant professional qualification is preferred. Experience Minimum 8 years of relevant experience in commercial finance, revenue growth management, pricing, channel and trade management, key account management, market access, or related commercial functions, with a demonstrated track record of influencing business, pricing, investment or portfolio decisions. Strong experience in trade investment management, customer and channel profitability, retail and e-commerce operations, or related commercial effectiveness areas. Experience in consumer healthcare, FMCG, pharmaceutical or other highly competitive consumer-driven industries is preferred. Solid understanding of China's multi-channel healthcare and retail ecosystem, with knowledge of pharmaceutical pricing, reimbursement and market access dynamics, including NRDL, VBP and other relevant policy frameworks. Experience in obesity, GLP-1, self-pay, retail-driven or other high-growth therapeutic or consumer categories is advantageous. Proven success in leading complex cross-functional initiatives, governance processes, strategic projects or organizational change programs, with the ability to translate strategy into operational execution and deliver measurable business impact. Demonstrated capability to influence senior stakeholders, drive alignment across multiple functions and lead decision-making in complex and ambiguous business environments. Personal Skills Strong commercial acumen, strategic thinking and business leadership, with the ability to translate complex business challenges into actionable strategies, priorities and measurable outcomes. Advanced analytical, financial modelling and problem-solving capabilities, with expertise in GtN management, price waterfall analysis, ROI evaluation and commercial investment decision-making. Proven ability to influence senior stakeholders, build alignment across functions, and communicate complex insights in a clear and compelling manner to support high-quality business decisions. Demonstrated leadership in navigating ambiguity, managing change, resolving conflicts and balancing growth, profitability, compliance and risk considerations in dynamic business environments. Strong governance and risk management mindset, with a track record of driving accountability, operational excellence and sustainable business performance. Experience in leading and developing teams, building organizational capabilities and fostering a culture of collaboration, continuous improvement and innovation. Proficient in data analytics, financial modelling and digital tools, including advanced Excel and relevant business systems (e.g. SAP, TM1, Anaplan or trade-promotion-management platforms). Fluent in Mandarin and English, with e