Head Alliance Management ASEAN

Bayer CropScience Limited; Kuala Lumpur; On-site; MYR 200,000 - 250,000; Full time

Job summary

A leading pharmaceutical company in Kuala Lumpur seeks a seasoned professional for partnership and distributor management. With a focus on strategic alliances, you will manage key external relationships and drive business development opportunities. Ideal candidates will have a degree and 15 years of pharma experience, including 8 in leadership roles. Strong communication and negotiation skills are crucial, along with a proven track record of successful partnerships and business growth.

Qualifications

• Minimum 15 years working experience in Pharma industry.
• At least 8 years in General Management / Leadership Team role in Pharmaceuticals.
• Proven track record of strong results achievement.

Responsibilities

• Develop and maintain strong relationships with key external stakeholders.
• Identify and evaluate new business development opportunities.
• Prepare and present regular reports on Partnership Performance.

Skills

Strong Business Acumen

Strong Negotiation and Influencing

Strong communication skills in English

Experience in Partner/Distributor Management

Ability to manage Complexity

Education

University degree

Job description

Overview

JOB MAIN PURPOSE: As a member of the ASEAN Pharma Leadership Team, this position is responsible to steer strategic alliance management & partnership with external partners & distributors, optimizing the portfolio revenue growth of the outsourced ASEAN Foundational Brands. He / she will devise Distributor Strategy, Executional Plan, Performance Evaluation Plan & Analytics to track distributor performance.

He / she will also drive business development initiatives, such as exploring opportunities to in-license brands into Bayer ASEAN, so as to grow Bayer asset pipeline.

Responsibilities

1. End-to-end Partner / Distributor Management
   • Develop and maintain strong relationships with key external stakeholders including Pharma industry partners and Commercial partners.
   • Define where to play (i.e. which products / countries will be outsourced to partners).
   • Responsible for project management activities such as carve-out or transfer of businesses among our business partners, accompanying the Divisional strategic Go-to-market strategies and presenting potential business opportunities.
   • Identify and lead the selection of suitable Commercial partners, extending lifecycle of the brands through commercial agreements to possible discontinuation of agreements.
   • Review & establish sound distribution agreement terms and obligations with the Commercial partners; liaise with internal functions for contract negotiation, re-negotiation, termination, renewal and finalization of distributor agreements.
   • Conduct regular Business Planning reviews with the Commercial partners to monitor their performance & achievement of KPIs against annual targets to achieve business growth / profitability, including coordinating audit checks as per the distribution agreement (e.g., sales & stock level). Proactively assess and manage risks and opportunities and provide insights & recommendations to drive optimal partnership outcomes. Monitor market / industry shifts and suggest actions to optimize growth.
   • Ensure strong collaboration and co-creation with different functions (including Regulatory Affairs, Medical, Sales, Marketing, Supply Chain, Finance, Pharmacovigilance, HR, LPC, Quality, Market Access, and Commercial Excellence) to optimize asset development & commercialization strategies.
2. Business Development
   • Identify and evaluate new business development opportunities, including licensing agreements, acquisitions, and collaborations that enhance Bayer’s portfolio.
   • Conduct market analysis and competitive assessments to inform strategic decisions and identify potential partners.
   • Negotiate and finalize agreements that align with Bayer’s strategic goals and ensure favorable terms.
3. Reporting and Analysis
   • Prepare and present regular reports to CDH and PLT on Partnership Performance and (if any) potential business development activities.
   • Utilize data and analytics to inform decision-making and strategic planning.

Your Key Skills & Qualifications

• University degree
• Minimum 15 years working experience in Pharma industry; with minimum 8 years in General Management / Leadership Team role in Pharmaceuticals industry; Possess solid sales operation or marketing operation is a plus
• Strong Business Acumen with proven track record of strong results achievement (business and people and process)
• Strong VACC leadership approach and proven ability to lead cross-functional / cross cultural teams, as well as network internally and externally
• Strategic ability coupled with strong execution & implementation ability
• Strong in Negotiation and Influencing across hierarchy internally & externally
• Strong in managing Complexity
• Strong communication skills in English
• Experience in Partner/Distributor Management