Key Account Manager

DKSH Group; Petaling Jaya; On-site; MYR 80,000 - 120,000; Full time

Job summary

DKSH Group is seeking a professional in Petaling Jaya, Malaysia to manage contract negotiations and provide market insights within the pharmaceutical sector. Candidates should possess a strong understanding of the healthcare landscape, along with proven sales expertise and negotiation skills essential for effective client interactions.

The role requires a minimum of 8 years of experience in the pharmaceutical environment, preferably with exposure to both private and government channels.

Qualifications

• Minimum of 8 years’ experience in pharmaceutical environment.
• Preferably with prior experience in the pharmaceutical industry or healthcare-related environment.
• Master’s in business administration or equivalent is an added advantage.

Responsibilities

• Negotiate and execute contract deals with customers including hospitals and pharmacies.
• Engage with key decision makers to ensure signed deals are on track.
• Provide market insights and actionable recommendations.
• Collaborate cross-functionally to ensure effective communication and implementation.

Skills

Strong understanding of pharmaceutical industry

Proven sales expertise

Strong negotiation skills

Effective communication skills

Strong analytical skills

Fluent in English

Education

Bachelor's degree in Life Sciences or Health Sciences

Job description

Key Responsibilities

• The role involves discussion, negotiating and execution of contract deals with customers including private hospitals, GP and group Pharmacy
• To assist in enlistment of newly launched products both in private and government channels
• Constant engagement with key decision makers / group purchasers to ensure deals signed are on track
• To propose to marketing team on potential partnership with potential customers in running disease and product specific scientific meeting / public events and ensure timely execution
• To conduct constant review of deals signed and gather market intelligent
• To assist in mapping on key stakeholders that portfolio may need to engage to drive uptake
• To help identify opportunities and bring forward proposal to maximize on portfolio assigned
• Ensure execution of territory-specific marketing activities aligned with defined KPIs and active support of broader marketing initiatives and events.

General Responsibilities

• To align with Product Managers of assigned clients on strategic plan and deal for the year for specific accounts
• Manage business discussion / negotiations, including trading terms, trade conditions, DA rate etc. to facilitate effective sales agreements to achieve sustainable business growth and profitability
• Provide market insights and category/product trends with actionable recommendations for strategic business optimization together with marketing and sales team
• Monitor trade activation / initiatives execution and post-evaluation analysis for review of improvement and action plan for out of plan (if any)
• Work collaboratively cross functionally with marketing /trade marketing, sales team, operation team and medical to ensure effective communication and implementation
• Mapping of key stakeholders to engage to facilitate product listing, driving product uptake based on contract signed
• Prepare quotation/tender prices, delivery and commercial terms in accordance with company policies.
• Conduct quarterly business review and business progress update for assigned customers.
• Assist in any ad-hoc projects/tasks assigned by Senior Manager
• Work collaboratively cross functional team and cross therapeutics to leverage on synergy within DKSH Commercial Outsourcing
• Support internal stakeholders in relationship development with key customers. Conduct regular calls and visits to key stakeholders as per required frequency
• Analyze healthcare system trends, reimbursement dynamics, and competitive pricing landscapes to support access-related decision making.
• Design and propose value-based or outcome-oriented partnerships that align clinical, health economic, and commercial objectives.

Functional Skills and Knowledge

• Strong understanding of the pharmaceutical industry landscape, including market trends, competitor insights, customer behavior, and the Malaysian healthcare system.
• Proven sales expertise with assigned products/services, supported by a solid track record and an established network of industry contacts.
• Strong negotiation skills and ability to leverage on portfolio synergy within DKSH
• Sound understanding of regulatory requirements with assigned customers, including government channel and in dealing with bumi-agents
• Effective communication, negotiation, and relationship-building skills, particularly with healthcare professionals and key decision makers
• Strong analytical skills to support strategic decision-making.
• Fluent in English, both written and spoken.
• Ability to work independently while contributing knowledge and expertise across teams.

Education

• Bachelor's degree in Life Sciences, Health Sciences, or a related field.
• Preferably with prior experience in the pharmaceutical industry or a healthcare-related environment.
• Master’s in business administration or equivalent is an added advantage
• Minimum of 8 years’ experience in pharmaceutical environment.
• Proven experience in engaging and interacting with healthcare professionals (HCPs) in both private and government channel