Manager, Key Account Management

APL group; Malaysia; On-site; MYR 120,000 - 180,000; Full time

Benefits offered by this job

Flexible work options

Total Rewards program

Job summary

Zuellig Pharma in Malaysia seeks a Manager, Key Account Management to lead a team of Client Key Account specialists, driving end‑to‑end management of strategic partnerships across accounts. You will focus on long‑term relationships, renewals, growth opportunities, and seamless execution of commercial commitments.

As part of SPBD, you will be the primary commercial lead, collaborating with cross‑functional teams to deliver superior client experiences while supporting Zuellig Pharma's growth

Qualifications

• Bachelor’s degree in business, Finance, Marketing, Life Sciences, Healthcare Management, or related field.
• Minimum 7 years of experience in Key Account Management or related areas.
• Proven experience leading commercial negotiations and contract renewals.
• Strong project management and strategic thinking.
• Excellent relationship management and influencing skills.

Responsibilities

• Strategic account management and serving as primary client contact.
• Lead end-to-end contract renewals and commercial negotiations.
• Identify growth opportunities and collaborate on client expansion plans.
• Coordinate with internal teams to deliver client commitments and governance.
• Monitor performance, risks and drive continuous improvement across accounts.

Skills

Relationship management

Negotiation

Communication skills

Project management

Strategic thinking

Leadership

Client management

Education

Bachelor's degree in business/related field

Tools

CRM tools

Job description

Join our dynamic team where innovation and care converge in a culture that values continuous learning, diversity and transformative career development. Underpinned by THRIVE with Zuellig Pharma, our commitment to transforming the way we grow, care and succeed together as one organization, we are dedicated to helping our people make a meaningful impact in healthcare.

Manager, Key Account Management

Requisition ID: 2870

Posting Start Date: 13 Oct 2026

Location: Malaysia

Zuellig Pharma is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region.

The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

Purpose of the Role

The Key Account Management Manager is responsible for leading a team of Client Key Account specialists and driving the end-to-end management of strategic client partnerships partnerships across the entire account lifecycle. The role focuses on building long-term relationships, driving client retention through contract renewals, identifying growth opportunities, and ensuring successful execution of commercial commitments.

As part of the Strategic Partnerships & Business Development (SPBD) function, the role acts as the primary commercial lead for assigned accounts, working closely with cross-functional teams to deliver seamless client experiences while supporting the company’s growth objectives

Key Responsibilities:

Strategic Account Management

• Manage a portfolio of strategic key accounts and serve as the primary point of contact for clients.
• Develop and execute account strategies to strengthen partnerships and drive long-term business growth.
• Build trusted relationships with key decision-makers and executive stakeholders.
• Conduct regular business reviews (QBR) and proactively identify client needs and opportunities

Contract Renewal & Commercial Management

• Lead the end-to-end contract renewal process, ensuring timely execution and business continuity.
• Develop renewal strategies and lead commercial negotiations with clients
• Coordinate internal alignment and approvals for commercial proposals and agreements.
• Monitor client KPI performance, contract performance, obligations, and renewal pipeline.

Business Development & Account Growth

• Identify opportunities to expand existing partnerships through new services, solutions, and business initiatives.
• Collaborate with Business Development team on strategic opportunities and client growth plans.
• Proposal development, pricing discussions, and commercial renewal business cases.

Commercial Ownership Across the Entire Client Lifecycle Management

• Oversee the transition from contract award to implementation, ensuring smooth onboarding and execution.
• Coordinate with Operations, Supply Chain, Finance, Quality, Legal, and other internal stakeholders to deliver client commitments.
• Monitor client account performance, client satisfaction, and service excellence throughout the partnership lifecycle.
• Proactively manage risks, resolve issues, and drive continuous improvement.

Cross-Functional Collaboration

• Lead cross-functional discussions to ensure alignment on client priorities and business objectives.
• Facilitate governance meetings and performance reviews with client and internal stakeholders.
• Champion collaboration across departments to deliver integrated client solutions.

Commercial Performance Management

• Monitor account revenue, profitability, and key performance indicators.
• Prepare account reviews, business updates, and management reports.
• Support forecasting, budgeting, and strategic account planning.
• Lead, mentor, and develop a high-performing team of 4 Client Key Account Executive, fostering a collaborative and growth-oriented culture.
• Provide continuous coaching, performance feedback, and professional development support to team members.

Must-Have Requirements:

• Bachelor’s degree in business, Finance, Marketing, Life Sciences, Healthcare Management, or a related field.
• Minimum 7 years of experience in Key Account Management, Business Development, Commercial Management, or Strategic Partnerships, including at least 2-3 years of people management or team leadership experience
• Proven experience managing strategic or enterprise client/customer accounts.
• Demonstrated experience leading commercial negotiations and contract renewals.
• Strong project management skills with the ability to effectively balance and prioritize multiple client needs
• Strong commercial and strategic thinking.
• Excellent relationship management and influencing skills.
• Strong negotiation and communication skills.
• Sound financial and business acumen.
• Strong project management and execution capabilities.
• Ability to manage multiple priorities in a dynamic environment.

Advantages to Have:

• Experience in healthcare distribution and commercialization.
• Exposure to regional or multinational clients/customer accounts.
• Experience in contract management/governance.
• Familiarity with CRM/commercial analytics tools.
• Experience leading client implementation or transformation initiatives.
• Knowledge of pharmaceutical industry regulations and compliance.
• Professional certifications in Project Management or Account Management are an advantage.
• We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.
• We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.
• As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.
• Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.
• Our Total Rewards program is designed to support your overall well-being in every aspect.

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Zuellig Pharma promotes an inclusive, fair workplace by ensuring equitable employment and compensation based on merit, regardless of background.