My client in question is a large Pharmaceutical firm who is looking for a Strategic Partnerships Manager to grow and manage their key accounts. This role reports into the VP of Strategic Partnerships based in Singapore.
1. Manage and enhance relationships with strategic key clients to ensure profitable contract renewals and extended partnerships across geographies and solutions. Lead RFPs for contract renewals and new business opportunities throughout the region. Understand and manage key clients' financials, specifically profitability and NWC positions.
2. Develop and maintain a strategic Key Account plan for each key client, setting growth opportunities and targets while defining a clear path to success. Drive win-win collaborations and engagements with key clients across markets. Ensure completeness and accuracy of CRM at both regional and market levels.
3. Strategically drive client satisfaction and increased loyalty/stickiness. Directly lead client engagements at the regional level, providing clarity amidst internal complexity and coordinating/enabling across markets to pursue key opportunities and address challenges. Coordinate with different functions (quality, operations, finance, etc.) to provide standardized responses to client requests. Organize QBRs and 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.
$ of P&L and B/S or NWC of contract
% Renewal vs. target
$ of New Business cross sell / up sell(markets / solutions)
Key accounts and several non-key accounts to manage
Strategic Key Account Plan & Collaborations
Client Survey – Net Promoter Score (NPS)
Challenges the job holder may face
Managing internal and external stakeholders across 13 markets 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 negotiations require business and financial acumen.
Developing proposals across multiple markets with variations in scope, terms (ABC vs. %, etc.), 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.
5-10 years’ experience in B2B Business Development selling solutions (integrated products) to clients.
Experience within Pharma/Healthcare preferred.
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.
Excellent organizational skills and attention to detail.
Makes timely, informed decisions that take into account the facts, goals, constraints, and risks.
Resolves difficult or complicated challenges.
Effective written communications skills
Able to interact and work well with all level of employees.
Possess active listen skills to understand others’ perspectives.