Job Description

The Senior Business Unit Manager for ASEAN Retail and Pharmacy business will be accountable for driving the overall commercial success and strategic growth across ASEAN Wound retail business. This role will be accountable for achieving sales, profitability, and market share targets, while ensuring ethical business practices and strong stakeholder relationships.


The manager will primarily be responsible for building strong partnerships with pharmacies, driving distribution and visibility of our Wound Pharmacy and retail portfolio across ASEAN, and implementing pharmacy and retail focused commercial strategies to maximize sales growth. This role bridges commercial strategy with field execution, ensuring pharmacies are engaged, educated, and motivated to recommend our products.

Key Responsibilities

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1. Pharmacy Channel Strategy & Development


Develop and execute tailored pharmacy and retail channel strategies for Wound to grow market share and category leadership. Identify high-potential pharmacy and retail partners and develop joint business plans. Analyse pharmacy and retail channel performance and recommend improvements in assortment, pricing, promotions, and merchandising. Develop and implement comprehensive business strategies and tactical plans to achieve sales, profitability, and market share objectives. Conduct thorough market analysis, identify emerging trends, competitive activities, and unmet clinical needs to inform strategic decisions and identify new business opportunities. Drive market expansion initiatives, including the introduction of new products and therapies, and explore opportunities for geographical growth. Develop and manage annual marketing and training plans in alignment with regional and global strategies.
2. Relationship Management


Build strong, long-term relationships with key pharmacy chains, independents, and buying groups of both pharmacy and retail channels.
Act as the primary point of contact for pharmacy and retail partners, ensuring alignment with company objectives.


Negotiate trade terms, shelf space, and visibility agreements in line with company guidelines.


3. Sales & Commercial Execution


Deliver targeted sales growth and profit objectives within the pharmacy channel. Implement promotional campaigns and point-of-sale activation to drive sell-out. Coordinate with sales and trade marketing teams to ensure consistent execution in the field.
4. Training & Pharmacy Education


Lead pharmacy training programs for pharmacists and staff to increase product knowledge and recommendation rates. Develop educational materials and programs that support evidence-based product recommendations. Monitor training effectiveness and adapt programs based on feedback.
5. Market Insights & Reporting


Monitor competitor activities, market trends, and pharmacy shopper behaviour. Provide regular reporting on performance KPIs, ROI of trade activities, and strategic recommendations. Work closely with marketing, regulatory, and medical affairs to ensure compliance and impactful messaging.
6. Commercial Leadership & Performance Management:


Lead, motivate, and develop a high-performing sales, clinical/technical and marketing team, fostering a culture of care, collaboration, and courage. Set clear performance targets, monitor progress, and implement corrective actions as needed to ensure the achievement of KPIs. Manage the business unit's P&L, ensuring effective resource allocation and cost-efficiency. Oversee the entire sales cycle, from demand forecasting and inventory management to quotations, order fulfilment, and collection of outstanding payments. Partnering with the supply chain team in 3rd party logistic management to ensure seamless logistical operations to meet customer needs and support commercial objectives. Operational
7. Distributor and Key Account Management:


Manage and optimize relationships with local distributors, influencing and driving market development opportunities. Lead Quarterly Business Reviews (QBRs) with distributors to ensure alignment and drive performance. Represent Smith & Nephew at industry conferences, events, and professional associations.
8. Compliance & RA/QA:


Ensure all commercial activities strictly adhere to local regulatory requirements, industry codes, and company policies (e.g., anti-bribery, ethics). Uphold the highest standards of ethical conduct and integrity in all business dealings.
9. Talent Development & Mentorship:


Recruit, train, coach, and mentor team members, fostering their professional development and career growth. Create a supportive and engaging work environment that encourages innovation and high performance.
Location: -Malaysia

Requirements :

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Bachelor's degree in Pharmacy, Business Administration, Marketing, or a related field (Pharmacy degree preferred). Minimum 5-7 years in pharmaceutical, consumer health, or FMCG sales/trade marketing, with at least 3 years in pharmacy channel management. Proven track record of driving pharmacy channel growth and building strong customer relationships. Experience in negotiating trade agreements and managing P&L within the channel. Proven track record in sales management, experience in managing distributors and/or direct sales teams

Competences:

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Exceptional leadership and team-building skills, with the ability to inspire, motivate, and develop diverse teams. Strategic thinking with strong analytical and problem-solving abilities. Strong business acumen and financial literacy, including P&L management. Results-driven, self-motivated, and resourceful with a high degree of energy and ambition. Demonstrated negotiation and deal-closing capabilities. Adaptability and resilience in a fast-paced, dynamic market environment. Strong commercial acumen and understanding of the pharmacy business model. Excellent negotiation, presentation, and interpersonal skills. Analytical skills to interpret sales data and market insights. Proficiency in Microsoft Office and CRM tools.
Fluent in [English + local language].


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