Head, Business Development, MYSGBN

JOB PURPOSE

• Aligned with ZPT strategy, Identify, Evaluate and Sign new businesses to drive short-term and long-term growth of ZPT.
• Drive evaluation, discussion, and approval of new business projects by engaging with key internal stakeholders.
• Manage and enhance relationship with clients to ensure profitable contract renewals and extended partnerships across solutions in the market. Lead RFPs for Commercial contract renewals and new business opportunities. Understand clients’ business needs and ZPT business objectives and propose win-win solution for the projects.
• 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.

SCOPE

Financial

• $ of P&L Revenue, Margin, & NWC
• % Renewal vs. target
• $ of New Business cross sell / up sell (solutions)
• (Note: Top 15 Key Regional ZPT 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)

OPERATING NETWORK

External stakeholders

• Clients P&L holders, commercial team, Cross functional team, procurement, supply chain, finance, quality, regulatory, commercial effectiveness, data & digital teams..

Internal stakeholders

• ZPT and NBEC members
• SP&BD corporate and market
• Client Services
• Data & Digital.
• All corporate functions (legal, ops, finance, etc…)

POTENTIAL JOB CHALLENGES

• Understanding relevant markets and growth drivers for the brands that are evaluated when data is not available
• Getting market intelligences and competitors’ information to set a benchmark when preparing the business case
• 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 and commercial key terms negotiations require business and financial acumen.
• Developing proposals with variations in scope, commercial terms, 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.
• Manage internal expectation and engage key stakeholders to get necessary approval within limited timeline
• 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.

KEY RESULT AREAS (KRA) & PERFORMANCE MEASURES

• Signing new business with sizable sales potential and healthy margin to derive at high profitability in long term: Annual Average Revenue across contract period, Average margin and Average OP
• Profitably renew existing contracts: Client Portfolio Management dashboard
• Expand partnership – new geographies and/or new solutions: New business dashboard
• Drive client satisfaction: Client Survey report
• Drive client engagement: QBR / T2T tracker
• CRM completeness and accuracy: CRM dashboards

MINIMUM REQUIREMENTS

• Master’s degree preferred, Science & Pharmaceutical degree is a plus
• 5-10 years’ experience in Pharmaceutical Business in Sales & Marketing field.
• Direct experience in market Analysis, Brand Promotion, and understand P&L for Pharma.
• Direct experience in Business Development is preferred