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The client in question is a leading pharmaceutical firm.
Manage and enhance relationships with clients to ensure profitable contract renewals and extended partnerships across solutionZ
Lead local RFPs for contract renewals and new business opportunities. Support RFPs led by the regional SP&BD team.
Understand and manage clients' financials. Drive Client Portfolio Management.
Develop and maintain a strategic plan for each key client, setting growth opportunities and targets while defining a clear path to success.
Directly lead client engagements, providing clarity amidst internal complexity and coordinating/enabling across functions to pursue key opportunities and address challenges. Organize executive connections regularly, maintaining frequent touch points with clients to gather feedback and address their business needs.
Set high standards of care in collaboration with other functions to keep clients engaged and satisfied.
Ensure completeness and accuracy of data in CRM.
Develop and retain the SP&BD team members in market, providing clear direction, priorities, and support. Actively collaborate with the corporate team.​
SCOPE (Pertinent Financial and non-Financial dimensions)
P&L and NWC of contract
Contract duration
CRM accuracy and completeness
Client Survey – Net Promoter Score (NPS)
Retention of SP&BD team members
OPERATING NETWORK (operating system reflecting position’s internal and external context)
External stakeholders
Clients P&L holders, commercial, operations, procurement, supply chain, finance, quality, regulatory, commercial effectiveness, data & digital teams.
Internal stakeholders
SP&BD corporate and markets
Client Services
Data & Digital teams
All other functions in market (legal, ops, finance, etc.…)
  • Master’s degree preferred
  • 5-10 years’ experience in B2B Business Development selling solutions (integrated products) to clients.
  • Operate effectively in a matrix structure
  • Experience in using a Client Relationship Management system
  • Resilience & Determination; Determination to provide a high-level output during a long sales cycle with multiple rounds of negotiations; Keeps positive when winning new business requires persuasion and stakeholders’ management
  • Desire to improve performance, services, and outcomes; Excellent organizational skills and attention to detail; Makes timely, informed decisions that consider the facts, goals, constraints, and risks; Resolves difficult or complicated challenges.
  • A focus on delivery and results; 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.