Title:  Sales Manager, ASEAN

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.  

Position Summary

As the Sales Manager for ASEAN at West Pharmaceutical Services, you will spearhead sales initiatives across the ASEAN region, encompassing countries such as Singapore, Malaysia, Thailand, Indonesia, Vietnam, and the Philippines. Your primary responsibility will be to expand market share and fortify our presence within these key markets. This role demands strategic oversight of both direct and channel sales operations, achieving ambitious growth targets, ensuring high levels of customer satisfaction, and managing the commercial P&L for the assigned territories. You will be pivotal in driving strategic and operational excellence, adapting to market demands, and fostering sustainable growth within the region. Develop and execute tailored sales strategies that address the unique needs and opportunities across the diverse ASEAN market landscape.

Essential Duties and Responsibilities

• Strategic Planning: Develop proactive business plans for assigned Channel Partners and direct markets that align with the organizational strategy and feed into the business planning process promptly.
• Sales & Revenue Growth: Achieve sales and revenue targets by identifying opportunities with existing and new accounts. Understand customer needs to uncover additional opportunities across all products and solutions. Build and leverage relationships with key customers to expand and grow West’s business.
• Business Plan Execution: Lead in the successful delivery of business objectives through high-quality planning and execution of tailored Channel Partner and direct market business plans.
• Performance Monitoring: Regularly assess the performance of channel partners, providing feedback and support to help them meet sales targets and improve their effectiveness in the market.
• Relationship Management: Maintain strong, productive relationships with channel partners, conducting regular reviews and strategic planning sessions that align with objectives and market strategies.
• Channel Development: Identify, recruit, and onboard new channel partners while ensuring they have the necessary resources and training to effectively represent and sell West Pharmaceutical products.
• Market Strategy Execution: Execute the market strategy and objectives for West products/solutions within the ASEAN region.
• External Representation: Participate in and drive key external events and meetings such as client meetings, presentations, and roundtables.
• CRM Management: Manage the local sales processes and ensure the integrity of data on the WEST CRM system. Utilize tools effectively to build robust relationships with Channel Partners and key customers.
• Reporting Accuracy: Ensure the accuracy of monthly and quarterly reports.
• Resource Optimization: Manage the mix of cross-functional and cross-regional technical resources to optimize the value of accounts and deliver business objectives.
• Pricing Strategy Implementation: Implement the agreed pricing strategy for each customer segment to achieve planned gross margins per customer and segment.
• Contract Management: Ensure that clients and distributors comply with their contractual obligations.
• Compliance: Conform to and abide by all regulations, policies, work procedures, safety rules, and ensure high ethical standards are maintained.

Education and Experience:

• Bachelor’s degree in science, Business, or a related discipline is required.
• Minimum 8 years of experience as an Account Manager, Business Development Manager, or Sales Team Manager, preferably within the pharmaceutical packaging, pharmaceutical or medical devices industry.
• Experience working with accounts within the ASEAN region is required.
• Minimum 5 years of experience with injectable drug products or injectables’ primary packaging is preferred.

Preferred Knowledge, Skills, and Abilities:

• Knowledge of the pharmaceutical packaging, containment devices or medical device industry is advantageous.
• Ability to drive collaboration between cross-functional team members to execute sales growth strategies.
• Passionate about customer satisfaction and possesses change management experience.
• Strong business and financial acumen; P&L exposure and management.
• Ability to work independently; self-motivated and results-oriented.
• Resourceful and able to influence and navigate effectively in a matrix environment.
• Mature, maintaining poise under pressure.
• Excellent interpersonal and communication skills.
• Ensure full compliance with all applicable laws, regulations, industry codes, and internal policies.
• Strong presentation skills and story-telling skills
• Multilingual capabilities: English is required; proficiency in a regional language such as Bahasa, Thai, or Vietnamese is a plus.

Physical and Travel Requirements

• 20-40% regional including occasional international travels.
• Physically fit for frequent travels
• Evening conference calls to cater to time zone differences.

West embraces diversity and equality of opportunity. We foster an environment where all individuals are safe, treated fairly, valued and respected. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, disability status or other applicable legally protected characteristics. Where permitted by law, employment with West Pharmaceutical Services, Inc. or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of post-offer background screening and/or drug screening.