Associate Director, KAM & BD, Distribution, Pharma/OTC Distribution

Job Summary

Lead the regional strategy and execution for Key Account Management and Business Development in Pharma/OTC distribution. Drive sustainable revenue growth and market expansion by establishing and nurturing long-term, high-value partnerships with key clients. Provide strategic leadership to the KAM & BD team, ensuring alignment with organizational objectives, identifying new business opportunities, and shaping innovative solutions to meet evolving market needs.

Business metrics: EBIT, Net Sales, BD Hunting & Execution

General Responsibilities

Financial/Overall Contributions:

• Drive regional revenue growth and profitability by leading Key Account Management and Business Development strategies for Pharma/OTC clients in Healthcare Distribution.


• Ensure achievement of regional BD targets, focusing on both client retention and strategic expansion.

External Contributions:

Key Account Management:

• Serve as the regional lead and strategic partner for top Pharma/OTC clients, building executive-level relationships and ensuring long-term value creation.


• Oversee preparation and management of Quarterly Business Reviews, including KPIs, contract alignment, reporting automation, sustainability initiatives, and other client-specific strategic projects.


• Resolve escalated client operational or strategic issues, coordinating effectively with local Client Management, Supply Chain, and other functional teams.


• Identify and drive regional market expansion, upselling, and cross-selling opportunities with existing clients.


• Lead high-impact contract negotiations, renewals, and RFP exercises across multiple countries, ensuring alignment with regional strategy and compliance standards

Business Development:

• Define, lead, and execute regional BD strategy for Pharma/OTC Distribution to achieve both short-term targets and long-term growth objectives.


• Oversee market intelligence, competitor analysis, and evaluation of new business opportunities, providing strategic recommendations to senior leadership.


• Lead complex multi-country RFP processes, including strategic approach definition, proposal alignment, negotiation, and contract closure.


• Autonomously drive end-to-end BD deals, from lead identification to contract execution

Internal Contributions:

• Build and maintain strong cross-functional partnerships with country teams, BD, Client Management, Supply Chain, and other stakeholders to ensure seamless execution and client satisfaction.


• Lead initiatives to improve operational processes for BD/KAM activities and participate in regional continuous improvement projects.


• Set the strategic direction for BD/KAM in Pharma Distribution across countries, ensuring alignment with regional objectives.


• Standardize BD/KAM processes and best practices, fostering knowledge sharing and capability building across the region.


• Escalate critical client issues or risks to leadership in a timely manner and drive resolution at a strategic level.

Functional Skills and Knowledge

• Deep understanding of the Pharma/OTC distribution environment across Asia, including market dynamics, regulatory landscape, and competitive trends.


• Proven experience in commercial operations, key account management, business development, and/or supply chain management within Pharma/OTC.


• Strong strategic thinking, influencing, and negotiation skills at senior leadership and executive levels.


• Exceptional stakeholder management skills, able to build trust and credibility with internal and external senior leaders.


• Excellent communication and presentation skills, capable of engaging effectively in multicultural and multi-country environments.


• Proactive, results-oriented, and able to drive initiatives to completion independently, while motivating teams to achieve goals.


• Strong analytical and data-driven decision-making skills, with the ability to translate insights into actionable business strategies.


• Proficiency in standard office tools (Excel, Word, PowerPoint) and familiarity with reporting/analytics tools to support regional business insights.

Education & Work Experience

• Degree or equivalent, MBA is an advantage.


• Minimum 12–15 years of relevant experience in Pharma/OTC distribution, business development, or key account management, including experience at country and regional levels.


• At least 5–7 years in managerial or leadership roles, with a proven track record of leading teams and driving business results across multiple markets.


• Experience managing multi-country client portfolios, large-scale projects, and strategic initiatives is highly desirable.


• Demonstrated ability to operate in cross-cultural environments and collaborate effectively with senior stakeholders regionally and globally.