담당업무

[ROLES AND RESPONBILITIES]
1. 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.
2. 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.
3. 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.
[SCOPE]
- 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 ** Topline & Profitability)
- Non-Financial
? Key accounts and several non-key accounts to manage.
? Strategic Key Account Plan & Collaborations
? Client Survey ? Net Promoter Score (NPS)
[OPERATING NETWORK]
- External : Clients P&L holders, commercial team, ops team, procurement, supply chain, finance, quality, regulatory,
commercial effectiveness, data & digital teams..
- Internal : SP&BD corporate and market, Client Services, Data & Digital, All corporate functions (legal, ops, finance, etc…)
[KEY PERFORMANCE INDICATOR (KPIs)]
? New BD Contract 30%
? Client portfolio management 10%
? Win renewal 30%
? Company financial goal 10%
? Project management 20% 

자격요건

[QUALIFICATION]
? Experience : Minimum of 10 years’ experience in B2B Business Development selling solutions (integrated products) to
clients. Experience in pharma and healthcare business development/alliance management/ commercials/operations
preferred
? Education : Bachelor’s Degree, MBA preferred
? Language : Excellent oral and written English communication; capable of making effective presentations
? Technical : Strong Presentation and interpersonal communication skills with key decision makers and different people in
multi-cultural environment, Competent with MS Office Applications utilization and P&L assessment.
[COMPETENCIES]
? 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.
? Able to interact and work well with all levels of employees.
? Possess active listen skills to understand others’ perspectives
? Work independently
? Take initiatives
? Proactively lead and contribute to the change
? Escalate timely
? Competent with MS Office Applications utilization
? 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