Title:  Director, Business Development, Logistic & Distribution

Job Summary

• Lead the 3-4 PL (Distribution) multi country BD operations (renewal and new BD). 
• Develop and deploy strategy and relevant tools and SOPs (i.e. ABC costing solutions, Switch incentives, etc) across countries to enhance consistency and competitivity of our 3-4 PL services offering. 
• Coordinate offer preparation and negotiation with clients in collaboration with BD Director, Finance and Supply Chain BPs as well as HLT & SLT Commercial Leaders. 
• Drive or supervise diligent and effective contract negotiations (MSA & country SOW). 
• Establish long-term profitable relationships with key stakeholders in new and existing clients to achieve our business and Market Share growth objectives in 3-4 PL services. 
• Act as a regional Key Account Manager for a selected list of Pharma Rx or OTC companies (Manage the regional engagement activities with those clients, achieve set business growth objectives with these clients) 

General Responsibilities

Financial Contributions: 

• Deliver new business development (EBIT inc) and renewal (GM1) targets. Support the development of VAS sales to 3-4 PL clients. Achieve specific KPIs linked to clients under responsibility as KAM. 

Operational Contributions: 

• Lead the development and execution of BU Healthcare BD strategies to grow our market share in 3-4 PL (distribution) services and achieve short and long-term business objectives 
• Oversee the setting or improvement of 3-4 PL related BD SOPs (i.e. Leads identification, early renewal proposal, ABC rate card, pricing and terms targets and fall back DATs; Switch incentive valuation) and cross-functional collaboration to drive performance improvement in our 3-4 PL Distribution BD. 
• Drive the identification, evaluation and management of 3-4 PL business opportunities/leads and oversee the preparation of multi-country proposal in the frame of RFI/RFPs or as stand-alone pro-active proposals to clients (to avoid renewal RFPs or to win new territories & clients via stand-alone proposals) 
• Drive/coordinate market and benchmarking research & data  analytics in order to identify opportunities and differentiate DKSH 3-4 PL offering 
• Lead regional/MSA contract negotiation with clients (in coordination with functions and countries) to facilitate and accelerate deal closing (renewal as well as new contract) 
• Identify CO or VAS upselling opportunities with 3-4 PL clients and relay leads to relevant BD or GCCS staff 
• Ensure proper usage of Sales Force.com (SFDC) for management of leads, project and clients related information. Pro-actively use SFDC in accordance with internal SFDC usage & behavior SOPs for BD and CM people. 
• Manage the establishment and execution of Quarterly Engagement Call Plans for Cluster VPs, VP GCCS, and BU Head with the Key Accounts and other important targeted clients for 3-4 PL services in alignment and coordination with Business Line BD Directors 
• Drive or support on specific continuous improvement or innovation projects as agreed with his/her Manager. 
• Internal & External Contributions 
• Collaborate with internal stakeholders in identifying 3-4 PL business opportunities and CO and VAS upselling opportunities, preparing offers and driving deal terms negotiations, and diligent finalization of contracts 
• Lead the establishment and management of long-term relationships with key clients/customers staff at regional or global level (and Local country level when needed) with the view to enhance business opportunities in 3-4 PL services 

People Contributions: 

• Set direction and cascade 3-4 PL BD goals, SOPs and tools related to country level to ensure alignment and consistency in execution 
• Manage the regional BD Operations staff supporting multi-country deals RFI and RFPs preparation 
• Pro-actively contribute to learning and development of BD staff (regional and country) in the area of BD and DKSH behaviors to achieve team/function goals   
• Drive self-learning and improvement in the area of business development, Key Account Management, and DKSH behaviors (Values, DNA) as part of continuous learning process

Functional Skills and Knowledge

• Experience in driving business development activities for medium to large sized MNCs (manufacturing or services) 
• Exposure and deep understanding of ABC costing mechanisms for Healthcare (Pharma and MDD)  
• Experience in building proposal of or buying Distribution Services across multiple geograhies 
• Strong negotiation skills 
• Good strategic thinking, thought processes and decision-making capabilities 
• Song acumen and experience in finance and supply chain (preferably Healthcare supply chain) 
• Proven client and customer account management skills 
• Ability to manage global/regional/country level assignments and projects 
• Proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint) 
• Demonstrated appreciation and respect for cultural sensitivities especially in cross-country/culture interactions 
• Demonstrated fluency in English (both written and spoken) 

Education

• Bachelors degree 
• Masters in Business Administration or Engineering preferred 
• Other qualifications related to the technical know-how work area (e.g. Finance, Supply Chain, Engineering, etc.) will be considered 

Why It’s Great to Work at DKSH