Basic Function and Scope of Responsibilities:
The Head of Pharma / Country Leader, APAC is a senior leadership role responsible for leading all commercial and strategic activities across the Asia-Pacific region. The role is critical to advancing the company//'s pharmaceutical and broader chemical raw material portfolio in the region, delivering sustainable growth, operational excellence, and regional market leadership. As a key member of the global pharma team, this individual will report directly to Vice President, Global Pharma Sales and play an integral role in shaping and executing APAC strategy aligned with overall corporate objectives. This position will also act as the Managing Director of the board and as a disciplinary leader for the region
Principal Tasks/Responsibilities:
Strategic & Commercial Leadership:
- Lead the development and execution of the APAC regional strategy across pharmaceuticals and other key market segments (e.g., Lab Chemicals, Food, Aqua).
- Drive regional revenue growth, market share expansion, and profitability while ensuring alignment with global strategies.
- Oversee all commercial activities, including, pricing, channel strategy, and business development.
- Serve as the senior commercial leader for the APAC pharma business, managing high-value relationships and driving pipeline development.
- Monitor commercial KPIs, identifying areas for improvement and proactively addressing performance gaps.
- Analyze market trends, customer needs, and competitive activities to inform strategic planning and business development initiatives.
- Drive short-term and long-term sales planning, ensuring alignment with corporate objectives.
- Implement regional sales budgets and financial targets.
- Regularly review and adjust sales forecasts to optimize resource allocation and sales operations.
- Provide financial insights and recommendations to senior management based on market and sales performance analysis.
Market Analysis and Business Intelligence
- Collaborate with sales, marketing, sourcing, regulatory, finance, and manufacturing teams to drive portfolio decisions and positioning of offerings into the market segments.
- Continuously monitor industry developments, competitor activities, and market dynamics to identify opportunities and risks.
- Leverage data-driven insights to refine sales strategies and optimize market positioning.
- Work with internal teams to adapt business models and sales approaches in response to evolving industry trends.
Client Relationship Management
- Cultivate and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and long-term partnerships.
- Lead negotiations, manage customer expectations, and resolve commercial issues effectively.
- Identify and pursue new business opportunities, including partnerships with pharmaceutical manufacturers, distributors, and key industry stakeholders
Collaboration with Internal Teams
- Stay abreast of market trends, competitor products, and technological advancements to inform portfolio decisions.
- Conduct detailed market assessments, including pricing, positioning, and sales performance, to optimize global strategy and positioning of portfolio.
- Work closely with strategic sourcing team to ensure we are focusing on the right supplier relationships to go after attractive market and customer opportunities
Operational Oversight:
- As Country Head and in collaboration with Organizations Centers of Excellence, Oversee regional operations including supply chain, logistics, customer service, and compliance with internal standards and local regulations.
- Lead and support implementation of global systems and processes across the APAC region.
Regulatory & Compliance:
- Ensure compliance with applicable regulatory frameworks and industry standards across all APAC markets.
- Partner with global quality, regulatory, and legal teams to proactively address compliance requirements.
- Promote a culture of quality across all operations, ensuring product integrity, and customer satisfaction.
- Ensure that all applicable regulations are strictly adhered to.
External Engagement & Market Development:
- Represent the company externally in the APAC region, including with customers, industry groups, government stakeholders, and trade bodies.
- Stay up to date on market trends, regulatory changes, and competitive dynamics to anticipate risks and identify opportunities
Leadership & Talent Development:
- Recruit, lead, and mentor a regional sales team (including Sales Directors) to ensure high performance and goal achievement.
- Set clear sales targets, establish accountability measures, and provide regular coaching and development opportunities.
- Identify tools, processes, and technologies to enhance sales force productivity and effectiveness.
- Foster a culture of accountability, transparency, and continuous improvement.
- Serve as a visible and accessible leader who champions company values and employee development.
Ancillary Tasks:
- Attend sales summits and trainings as required.
- Create and execute the marketing budget and programs through local marketing team in
- consultation with global marketing for business development. Suggest key exhibitions on annual basis
- Working with IT, Sales and marketing teams, ensure regular upgrades of portals like VaartiKa, Zoho and Organizations Lab Solutions websites
Educational Requirements:
- Bachelor//'s degree in Business, Engineering, Chemistry, Biochemistry, or a related field is required.
- An MBA or advanced degree in a technical or business discipline is preferred.
Experience Qualifications:
General Experience:
- 20-25+ years of progressive leadership experience, including regional or country-level P&L responsibility, preferably within the Life Sciences, pharmaceutical, or chemical manufacturing
- sector, with 5 years in a senior leadership or business head role.
- Specific Experience:
- Prior experience operating in a global matrix organization and reporting to global leadership.
- Proven success in managing cross-functional teams and delivering sustainable commercial and operational growth.
- Deep understanding of the chemical raw material industry, including regulatory requirements,
- safety protocols, and supply chain challenges.
Other Experience/Competencies:
- Ability to demonstrate ownership of resources and decisions, be empowered to drive business outcomes.
- Excellent time management skills and the ability to meet deadlines
- Must demonstrate excellent communication, critical thinking, and organizational skills
- Must be highly detail-oriented and organized, able to work both independently and as a team player with a positive attitude
- Effectively communicate with peers, interdepartmental colleagues, and clients Page 4 of 5
- Proficient use of standard office meeting/communication software including Teams and SharePoint
- Experience in developing time management strategies to ensure work is performed within required timelines
Physical Demands:
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand, walk, and climb or balance.
- The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus.
Required Travel
The position of Head of Pharma/Country Leader, APAC will require global travel. A valid passport is required. The incumbent of this position can expect an estimated 50%-75% of required travel during the course of the business year
Interpersonal Skills: High
Authority:Decision Making Authority (Autonomy): High
Team Responsibility: Provides guidance, leadership, or training to other employees AND (Choose one as required)
- Organizational Structure:
- Job Title this position reports to: Vice President, Global Pharma Sales
- Job Titles directly reporting to this position: Sales Director - Lab Chemicals, Head Sales - Pharma, Director Sales – Singapore Region, National Sales Manager – Aquaculture Specialties/Nutra, Business Development Manager – Food, Senior Business Development Manager – Pharma, subject to change and to be edited as and when necessary
