Sr. Manager, Commercial Development, APAC

 

At West, we’re a dedicated team that is connected by a purpose to improve patient lives that has been at the center of our Company for more than a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West’s indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?  

 

There’s no better place to join an inclusive community of professionals with opportunities for lifelong learning, growth and development. Supported by benefit programs, we empower the physical, mental, emotional and financial health of our team members and their families.  

 

We believe in giving back to help those in need in the communities where we live and work. And are equally committed to creating a healthier environment and planet through our sustainability efforts.  

Job Summary

The role will foster execution of global contracts through negotiation and coordinating support analysis and will work with key internal stakeholders to advance internal position and address customer expectations. This role will also manage global commercial proposal format and strategy as well as oversight on global contract gating. Financial analysis and modeling as well as global rebate coordination is an integral element of the role.

Essential Duties and Responsibilities

• Serve as the regional contract lead with customer facing negotiations and providing direct insight on West contracting agreement guidelines.
• Lead and drive regional contract negotiations working collaboratively with regional commercial teams and customers ensuring all open actions are followed up on and prioritized with appropriate stakeholders and customers.
• Utilize business acumen to appropriately position West’s offering and effectively incorporate customer asks.
• Provide strategic direction to the regional commercial team on contracting guidelines, trends, and best practices.
• Coordinate quarterly on-site customer meetings with the commercial team within the regions of India, Korea, China, and other regions as needed.
•  Serve as the point of contact between all West internal stakeholders to ensure timely review, approval, and execution of agreements.
• Understand all regional business strategies and global internal stakeholder guidelines (Finance, Supply Chain, Operations, Legal, EHS, and Quality) and integrate into contracting approach and execution.
• Perform financial modeling including revenue and margin analysis to support contract evaluation and strategy. Includes formal coordination with Finance team for contract approvals.
• Maintain visibility to all regional expiring contracts as well as the pipeline of all future agreements.
• Schedule and Chair meetings for regional contract reviews
• Define and manage KPIs for regional Contracts including SLA, Closing rates, turnaround time.
• Provide insight and champion recommendations to management for change/improvement and execute on approved proposal(s)
• Work alongside our D&T to integrate and enable our Contracting & Development Agreements processes into our West Digital Platform
• Promotes teamwork to achieve common goals; while encouraging individual contributions
• Manage Records to ensure proper audit trail and compliance
• Undertake any additional ad hoc duties as may be required and/or directed by line manager

Education

• Bachelors Degree in business, finance or equivalent experience required and
• Masters Degree MBA or Masters degree in an related field preferred

Work Experience

• Minimum 10 years in business, finance or related field in contract administration required and
• Experience of Contract Management and related tools or similar software solutions would be an advantage. preferred

Preferred Knowledge, Skills and Abilities

• Leadership qualities to engender cooperation, respect, and support from other team members within the region and globally.
• Team player orientation with keen interest for innovation and process improvement
• Strong organization skills and attention to detail
• Demonstrates Customer focused approach and motivation to ensure an excellent customer experience.
• Sound independent reasoning and judgment to establish work priorities, handle questions and be flexible to respond to constantly changing priorities or shifting deadlines.
• Ability to identify process improvements that have a direct impact on the work performed. Uses best practices and knowledge of internal or external business issues to improve these processes.
• Solves complex problems; takes a new perspective using existing solutions.
• Works independently; receives minimal guidance and can adapt to changing business requirements
• Excellent analytical skills and project management.
• Intermediate to advanced knowledge and experience with Microsoft Office and SAP
• Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description
• Able to comply with the company’s safety and quality policy at all times

Travel Requirements

30%: Up to 78 business days per year

Additional Requirements

• Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures
• Organizational skills will enable planning, prioritization and achievement of goals especially of importance for the successful execution of related activities
• Position operates in a professional office environment. May stand or sit for extended periods of time
• Read and interpret data, information and documents
• Must maintain the ability to work well with others in a variety of situations
• Must be able to multi-task, work under time constraints, problem solve, and prioritize
• Ability to make independent and sound judgments
• Observe and interpret situations, analyze and solve problems

 

 

 

 

 

 

West is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status.  If you have a special need that requires accommodation in order to apply to West, please send an email to Apply.Accommodation@westpharma.com.  Where permitted by law, an offer of employment with West Pharmaceutical Services, or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of background screening and/or a pre-employment drug screening.