Manager, Key Account Management

About Zuellig Pharma 

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 the end-to-end management of strategic client 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.
   

Must-Have Requirements:

Education:

• Bachelor’s degree in business, Finance, Marketing, Life Sciences, Healthcare Management, or a related field.

Experience:

• Minimum 7 years of experience in Key Account Management, Business Development, Commercial Management, or Strategic Partnerships.
• Proven experience managing strategic or enterprise client/customer accounts.
• Demonstrated experience leading commercial negotiations and contract renewals.
• Experience working in the healthcare, pharmaceutical, medical device, or healthcare services industry.
• Strong track record of managing cross-functional projects and stakeholder engagement.
   

Competencies:

• 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.
• Strong presentation skills
• 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.
   

Why Join Zuellig Pharma

• 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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