Director, Business Development | Market Access Healthcare Distribution

Job Context

• As the Director: Business Development, you will be responsible for developing and executing business development strategies that strengthen the company's market position and expand its pharmaceutical partnerships.
• You will build a robust pipeline of opportunities, establish strategic relationships with multinational and local manufacturers, and lead the end-to-end process of securing new business agreements.
• Working closely with cross-functional teams, you will shape commercially viable solutions, manage bids and proposals, oversee contract negotiations, and ensure the successful onboarding of new principals.
• The role also includes leading and developing a high-performing Business Development team capable of delivering long-term strategic growth.

Key Performance Areas (KPA)
Market & Opportunity Intelligence:

• Conduct market, customer, and competitor analysis to identify and evaluate growth opportunities.
• Monitor industry trends and market dynamics to support strategic decision-making.
• Develop insights that drive business development priorities and commercial growth.

Business Development Strategy & Pipeline Management:

• Develop and execute business development strategies aligned to organizational objectives.
• Build, manage, and maintain a qualified pipeline of prospective pharmaceutical principals and strategic opportunities.
• Prioritize opportunities based on strategic fit and commercial viability.

Principal Acquisition & Relationship Management:

• Establish and cultivate strong relationships with prospective pharmaceutical principals and partners.
• Lead engagement activities to secure new business and strategic partnerships.
• Position the organization as the preferred route-to-market partner.

Solution Design & Commercial Value Proposition:

• Design innovative and commercially attractive service solutions for prospective clients.
• Develop compelling value propositions that address client requirements and business objectives.
• Collaborate with internal stakeholders to ensure solution feasibility and profitability.

Bid, Tender & Proposal Management:

• Lead the preparation and submission of RFIs, RFPs, tenders, and commercial proposals.
• Ensure proposals are competitive, accurate, and delivered within required timelines.
• Manage the end-to-end bid process to maximize win rates.

Pricing, Negotiation & Contracting:

• Lead commercial negotiations with prospective principals and partners.
• Oversee solution costing, pricing validation, and contract development.
• Secure profitable agreements while maintaining strong business relationships.

Client Onboarding & Handover:

• Ensure seamless onboarding of newly acquired principals and clients.
• Facilitate effective governance, handover, and transition processes to operational teams.
• Support the successful implementation of new business agreements.

Commercial Reporting & Growth Planning:

• Provide regular reporting on pipeline performance, market intelligence, and business development activities.
• Support executive decision-making through data-driven insights and growth forecasts.
• Contribute to long-term commercial and strategic planning initiatives.

Talent Management & Leadership:

• Lead, mentor, and develop a high-performing Business Development team.
• Drive workforce planning, succession planning, and capability development initiatives.
• Foster a culture of accountability, innovation, and commercial excellence.

Qualifications Required

• Bachelor's Degree in Pharmacy, Life Sciences, or Business.

Preferred Qualification:

• MBA or relevant postgraduate qualification.
• Formal training in Negotiation, Key Account Management, Business Development, or related commercial disciplines.

Skills and Experience Required:

• 12–15 years' experience within pharmaceutical commercial environments.
• 6–8 years' leadership experience in business development, trade marketing, or route-to-market functions at a national level.
• Proven track record of securing and growing partnerships with multinational and local pharmaceutical manufacturers.
• Experience across ethical (Rx) and generic branded/unbranded pharmaceutical portfolios.
• Strong experience in product launches, commercial strategy, and route-to-market management.

Competencies Required:

• Strategic thinking and business acumen.
• Strong financial and commercial management capability.
• Exceptional stakeholder management and collaboration skills.
• Client-centric mindset with a focus on delivering value.
• Advanced negotiation and influencing skills with a win-win approach.
• Data-driven decision-making capability.
• Strong CRM and pipeline management discipline.
• Business improvement and continuous enhancement orientation.
• Inspirational leadership and people development skills.
• High level of interpersonal effectiveness.
• Integrity and commitment to organizational values.

Application Closing Date
Not Specified. 

Method of Application
Interested and qualified candidates should:
Click here to apply online

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