Associate Director, KAM & BD, Distribution, PharmaOTC Distribution

Job Summary

Lead the regional strategy and execution for Key Account Management and Business Development in Pharma/OTC distribution. Drive sustainable revenue growth and market expansion by establishing and nurturing long-term high-value partnerships with key clients. Provide strategic leadership to the KAM & BD team ensuring alignment with organizational objectives identifying new business opportunities and shaping innovative solutions to meet evolving market needs.

Business metrics: EBIT Net Sales BD Hunting & Execution

General Responsibilities

Financial/Overall Contributions:

• Drive regional revenue growth and profitability by leading Key Account Management and Business Development strategies for Pharma/OTC clients in Healthcare Distribution.
• Ensure achievement of regional BD targets focusing on both client retention and strategic expansion.

External Contributions:

Key Account Management:

• Serve as the regional lead and strategic partner for top Pharma/OTC clients building executive-level relationships and ensuring long-term value creation.
• Oversee preparation and management of Quarterly Business Reviews including KPIs contract alignment reporting automation sustainability initiatives and other client-specific strategic projects.
• Resolve escalated client operational or strategic issues coordinating effectively with local Client Management Supply Chain and other functional teams.
• Identify and drive regional market expansion upselling and cross-selling opportunities with existing clients.
• Lead high-impact contract negotiations renewals and RFP exercises across multiple countries ensuring alignment with regional strategy and compliance standards

Business Development:

• Define lead and execute regional BD strategy for Pharma/OTC Distribution to achieve both short-term targets and long-term growth objectives.
• Oversee market intelligence competitor analysis and evaluation of new business opportunities providing strategic recommendations to senior leadership.
• Lead complex multi-country RFP processes including strategic approach definition proposal alignment negotiation and contract closure.
• Autonomously drive end-to-end BD deals from lead identification to contract execution

Internal Contributions:

• Build and maintain strong cross-functional partnerships with country teams BD Client Management Supply Chain and other stakeholders to ensure seamless execution and client satisfaction.
• Lead initiatives to improve operational processes for BD/KAM activities and participate in regional continuous improvement projects.
• Set the strategic direction for BD/KAM in Pharma Distribution across countries ensuring alignment with regional objectives.
• Standardize BD/KAM processes and best practices fostering knowledge sharing and capability building across the region.
• Escalate critical client issues or risks to leadership in a timely manner and drive resolution at a strategic level.

Functional Skills and Knowledge

• Deep understanding of the Pharma/OTC distribution environment across Asia including market dynamics regulatory landscape and competitive trends.
• Proven experience in commercial operations key account management business development and/or supply chain management within Pharma/OTC.
• Strong strategic thinking influencing and negotiation skills at senior leadership and executive levels.
• Exceptional stakeholder management skills able to build trust and credibility with internal and external senior leaders.
• Excellent communication and presentation skills capable of engaging effectively in multicultural and multi-country environments.
• Proactive results-oriented and able to drive initiatives to completion independently while motivating teams to achieve goals.
• Strong analytical and data-driven decision-making skills with the ability to translate insights into actionable business strategies.
• Proficiency in standard office tools (Excel Word PowerPoint) and familiarity with reporting/analytics tools to support regional business insights.

Education & Work Experience

• Degree or equivalent MBA is an advantage.
• Minimum 1215 years of relevant experience in Pharma/OTC distribution business development or key account management including experience at country and regional levels.
• At least 57 years in managerial or leadership roles with a proven track record of leading teams and driving business results across multiple markets.
• Experience managing multi-country client portfolios large-scale projects and strategic initiatives is highly desirable.
• Demonstrated ability to operate in cross-cultural environments and collaborate effectively with senior stakeholders regionally and globally.