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Jobs or company...

Senior Manager, Key Account Mamanagement & Business Development, Distribution, Pharma/OTC Distribution

Salary undisclosed

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Job summary

Lead the development and execution of Healthcare regional BD and Key Account Management strategies for Pharma/OTC clients in Distribution and establish long-term profitable relationships with new and existing clients in line with business objectives.

Organizational structure

You are part of the Regional Business Development team with big growth ambition for the period 2024-2030. You are exposed to Senior Leadership from both sides, client and DKSH. You report to the Regional Senior Director of Business Development & Key Account Management for Distribution.

General responsibilities

Financial/Overall Contributions

Achieve regional business development targets and manage Key Accounts for Pharma & OTC business line in Healthcare, Distribution

External Contributions

Key Account Management

  • Act as the primary contact point for regional key Pharma/OTC clients.
  • Prepare and manage Quarterly Strategic Business Reviews for key clients, or other identified projects, incl but not limited to KPI and contract standardization, report automation, Sustainability, etc.
  • Resolve client operational issues with the help of local Client Management and Supply Chain teams.
  • Identify and lead market expansion/upselling opportunities with existing clients.
  • Manage contract renegotiations/renewals with existing clients including any RFP exercise.

Business Development

  • Lead the development and execution of BD strategies for Pharma/OTC business line to achieve short and long-term business objectives.
  • Oversee market research & business analyses, proactively seek and assess the strategic viability of leads opportunities to grow the Pharma/OTC client base in Healthcare Distribution.
  • Coordinate end-to-end complex regional RFPs: define strategic approach, prepare and align proposals, highly contribute to negotiation & contract discussions across multiple markets.
  • Lead end-to-end smaller BD deals discussions in full autonomy from lead generation to contract sign off.

Internal Contributions

  • Build strong collaboration and relationships with cross functional teams comprising of Country heads, BD, Client Management, Supply Chain and CCC staffs to ensure client satisfaction and quick resolution of operational issues.
  • Propose and support operations processes improvement or participate to specific continuous improvement projects with cross functional teams for key clients.
  • Set direction and align BD Pharma Distribution regional strategy with country teams.
  • Standardize BD/KAM processes, share best practices between countries
  • Timely escalate client issues or risks requiring support to leadership

Functional skills and knowledge

  • Strong understanding of the Pharma business environment in Asia.
  • Experience in commercial operations and/or Supply Chain management is required.
  • Strategic influencing and negotiations skills.
  • Superior stakeholder-management skills.
  • Excellent communication skills at all levels incl. Senior Management, internally and externally, both written and spoken, within multicultural environments.
  • Proactive / can do attitude, get things done on time and in autonomy.
  • Strong analytical background, excellence in data analysis.
  • Proficient in office tools (ie. Excel, Word and PowerPoint).
  • Minimum 12-15 years of experience (5 years’ experience in a similar role), including responsibilities at country and regional/global levels
  • Minimum 5-7 years’ experience in a managerial role
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