ZUELLIG PHARMA is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region. The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.
Job Purpose
- Manage and enhance relationship with clients to ensure profitable contract renewals and extended partnerships across solutions in the market. Lead RFPs for Distribution contract renewals and new business opportunities. Understand and manage key clients financials, specifically P&L and NWC positions.
- Develop and maintain a strategic Key Account plan for each key client to ensure renewal. Drive win-win collaborations and engagements with key clients. Ensure completeness and accuracy of CRM at market level.
- Strategically drive client satisfaction and increased loyalty/stickiness. Lead client engagements at market level, providing clarity amidst internal complexity and coordinating/enabling across markets to pursue key opportunities and address challenges. Coordinate with different functions (Client services, quality, operations, finance, legal etc.) to provide responses to client requests. Organize executive connections regularly, maintaining frequent touch points with clients to gather feedback and address their business needs. Set high standards of care to keep clients engaged and satisfied, contributing to the improvement of client survey results and net promoter score. Remain available with a quick response time and problem-solving attitude.
Financial
- $ of P&L and B/S or NWC of contract
- % Renewal vs. target
- $ of New Business cross sell / up sell (solutions)
(Note: Top 50 Key Regional Clients makes up >80% of Total ZP Topline & Profitability)
Non-Financial
- Key accounts and several non-key accounts to manage
- Strategic Key Account Plan & Collaborations
Client Survey Net Promoter Score (NPS)
External stakeholders
Clients P&L holders, commercial team, ops team, procurement, supply chain, finance, quality, regulatory, commercial effectiveness, data & digital teams.
Internal stakeholders
- SP&BD corporate and market
- Client Services
- Data & Digital.
- All corporate functions (legal, ops, finance, etc.)
Challenges / Responsibilities:
- Managing internal and external stakeholders while providing quick, standardized responses can be complex. The key is to implement robust processes, workflows, and templates to drive standardization and productivity.
- Working on multiple topics concurrently with tight deadlines requires strong communication and organization skills to ensure alignment and timely engagement of stakeholders.
- The RFP process has a long sales cycle, and the outcome is binary. Success requires resilience, consistency, and determination.
- Intense financial negotiations require business and financial acumen.
- Developing proposals with variations in scope, terms (ABC vs. %, etc.), and often with a lack of full information requires resiliency, agility, and the ability to manage ambiguity.
- Aligning long and complex legal contracts post-negotiation requires working closely with the legal team and translating negotiated terms into legal terms.
- These roles are highly intense, and all of the above challenges require maturity and the ability to stay calm under pressure and high-stress situations while representing ZP professionally with clients. The ability to manage oneself and avoid burnout is a must.
MINIMUM REQUIREMENTS:
Educational Qualifications
- Master's degree preferred
Relevant Experience
- 5-10 years experience in B2B Business Development selling solutions (integrated products) to clients.
Competencies:
A focus on delivery and results
- Thrives in a fast paced, result-oriented environment requiring high degree of flexibility whilst retaining business disciplines.
- The ability to link processes and practices to positive outcomes and to demonstrate the value that SP&BD brings to the organization
Desire to improve performance, services, and outcomes.
- Excellent organizational skills and attention to detail.
- Makes timely, informed decisions that take into account the facts, goals, constraints, and risks.
- Resolves difficult or complicated challenges.
Communication Skills
- Effective written communications skills
- Able to interact and work well with all level of employees.
- Possess active listen skills to understand others perspectives
Working style
- Work independently
- Take initiatives
- Proactively lead and contribute to the change
- Escalate timely
Resilience & Determination
- Determination to provide a high-level output during a long sales cycle with multiple rounds of negotiations
- Keeps positive when winning new business requires persuasion and stakeholders management
WHY JOIN ZUELLIG PHARMA
- We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.
- We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.
- As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.
- Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.
- Our Total Rewards program is designed to support your overall well-being in every aspect.
Data Privacy Notice: I understand that while processing my application, my personal data may be shared internally to individuals who will be involved in assessing my application. By proceeding with my application, I hereby give my consent to Zuellig Pharma Corporation/Metro Drug, Inc. to share my personal data internally.
Note: You may view the Zuellig Pharma Data Privacy Policy thru this link for reference - https://www.zuelligpharma.com/privacy-policy.
