Digital Route to Market Lead

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 Digital Account Lead is responsible for building, operationalising, and scaling Zuellig Pharma's digital services portfolio, starting with the Digital-Only solution package in the Malaysia, Singapore, and Brunei cluster.
• This is a commercially-oriented role that sits at the intersection of digital marketing, sales, and client service management. Zuellig Pharma's Project Top Tier has defined four solution packages, endorsed by the PPRC, that together form the cross functional (Distribution and Commercialisation) engagement service offering.
• The role holder will own the end-to-end execution of the three-tier service model (Self-Service, Self-Service Plus, Full Service) for the Digital-Only package, manage client relationships, coordinate cross-functional delivery, and establish the operational foundations (playbooks, KPIs, governance,…) that will serve as the blueprint for both the higher-complexity packages and regional expansion.
• This is a building role. The person will need to work with ambiguity, limited precedent, and multiple internal stakeholders across distribution, commercialisation, and business development. The ability to start small, learn fast, and create scalable processes is more important than managing established structures. 

What You’ll Do:

• Own the Digital-Only service delivery for Malaysia, Singapore, and Brunei: manage the full cycle from client onboarding through campaign execution to performance reporting.
• Work with Business Development to convert pipeline opportunities into active Digital-Only engagements , ensure alignment between what is sold and what can be delivered.
• Operationalise the Digital-Only playbook for the MY/SG cluster: campaign setup, segmentation, content workflow, approval processes, measurement frameworks.
• Manage the digital channel mix across EZRx (banner ads, push notifications, featured listings), CleverTap (email campaigns, in-app messaging), and telesales (outbound order support, demand stimulation calls).
• Coordinate with the existing marketing team (Digital Marketing Lead, Brand Managers) to align Digital-Only campaigns with brand strategies and ensure no duplication or conflict with existing activities.
• Own the inventory allocation for digital ad stock: manage the limited supply of banner positions, email slots, and featured listings across clients to maximise revenue and client value.
• Build and maintain the client relationship for Digital-Only accounts and serve as the primary point of contact for campaign performance reviews, upsell conversations, and service feedback.
• Ensure compliance with local regulatory and code of conduct guidelines (PhaMA, SAPI) for all digital marketing activities.
• Report on Digital-Only performance (revenue, campaign KPIs, client satisfaction, pipeline).
• Contribute to the design of the Digital-First service model: define how digital channels integrate with selective face to-face touchpoints, identify which client segments would benefit from this hybrid approach, and help develop the operational playbook.
• Provide operational input into the Omnichannel service design: draw on Digital-Only execution experience to inform journey design, channel orchestration logic, and measurement frameworks for the fully integrated model.
• Identify upsell opportunities: as Digital-Only clients mature, assess their readiness and appetite for Digital-First or Omnichannel engagement, building a natural upgrade path within the service portfolio.
• Ensure consistency across the portfolio: the packages should share common foundations (platforms, data infrastructure, governance, KPI frameworks) while offering genuinely differentiated service levels. The Digital Account Lead is responsible for maintaining this coherence.
• Serve as the regional coordinator for digital services: the central knowledge hub connecting all market-level activities across Southeast Asia.
• Facilitate knowledge sharing and best practice transfer between the MY/SG proof of concept and other markets as they come online, without prematurely 'rolling out' services to markets that are not ready.
• Work with leadership to define market archetypes (prescriber-buyers, pure prescribers, pure buyers/dispensers) and adapt the service portfolio accordingly for each market type.
• Support the development of market-readiness assessments: evaluate EZRx adoption rates, contact database quality, telesales capacity, and regulatory environment for new markets before launch.
• Coordinate with Country MDs on service readiness and expectations, managing stakeholder communication without overcommitting on timelines.
• Participate in the governance framework: notification-based reporting, steering committee updates, pipeline reviews, and cross-functional alignment with distribution and BD.

What Will Make You Successful:

Bachelor's degree in Business, Marketing, Digital Media, or related field. MBA or postgraduate qualification preferred but not essential if experience is strong with 7–12 years in digital marketing, commercial excellence, or sales & marketing management in healthcare, pharma, or related industries.

Must-Have: 

• Hands-on experience with digital campaign management, CRM platforms, marketing automation, email marketing, and/or e-commerce platforms. Experience with pharma specific digital tools (Veeva, IQVIA, or similar) is a plus.
• Proven track record in managing client relationships, selling services, and driving revenue growth. Must be comfortable owning a P&L or revenue target.
• Experience with omnichannel or multi-channel engagement strategies is a strong advantage — particularly in understanding how digital and face-to-face touchpoints integrate into a coherent customer journey. This will be critical as the role expands into Digital-First and Omnichannel service packages.

Advantage to Have: 

• Minimum 2–3 years of direct people management experience — setting objectives, conducting performance reviews, coaching, and developing team members. Experience managing small, cross-functional teams in a build-phase environment is strongly preferred over managing large established teams.
• Experience working across multiple Southeast Asian markets preferred. Understanding of dispensing vs. prescription market dynamics is valuable.
• Pharma, healthcare, FMCG, or health-tech background. Must understand or quickly learn PhaMA/SAPI compliance requirements and HCP engagement regulations.

What We Offer:

• 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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