Sr GtN Governance Mgr.

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 excellent communication, stakeholder management and influencing skills.
• Demonstrates curiosity, adaptability and a growth mindset, with a strong focus on patients, customers and long-term enterprise value creation.