Your tasks
Business Development & Growth
Develop and execute the growth plan for Biesterfeld’s pharmaceutical raw materials business in Thailand, focusing on active pharmaceutical ingredients (APIs), excipients and specialty ingredients.
Identify and win new customers, develop existing accounts and achieve agreed sales and gross profit targets.
Identify new products, applications and market opportunities based on pharmaceutical manufacturers’ formulation and production requirements.
Align local commercial priorities with regional and global pharmaceutical business strategies.
Team Leadership
Lead, coach and develop two Sales Managers, setting clear targets, account responsibilities and development priorities.
Review sales performance and project progress regularly, ensuring timely follow-up and accountability.
Support the team in customer meetings, commercial negotiations and technical discussions with suppliers.
Allocate customer accounts and business opportunities in consultation with the Managing Director to ensure effective market coverage.
Customer Management & Project Development
Personally manage selected strategic accounts and lead key business development projects.
Develop raw material opportunities from initial enquiry through sampling, technical evaluation and customer qualification to commercial orders.
Coordinate quotations, sourcing requests and technical enquiries with suppliers, sourcing offices and internal teams.
Coordinate the provision of samples and technical, quality and regulatory documentation required for customer approval.
Plan customer visits and joint visits with suppliers to identify requirements and advance projects.
Follow up on opportunities referred by the Managing Director and provide clear updates on progress, obstacles and next steps.
Supplier & Portfolio Development
Strengthen relationships with existing suppliers and identify new manufacturers to address portfolio gaps and customer needs.
Develop new distribution partnerships in coordination with the Managing Director and regional and global teams.
Agree business development priorities with suppliers and conduct regular reviews of sales, projects and market opportunities.
Lead new product introductions and support customer qualification to generate recurring commercial business.
Work closely with sourcing teams in India and other markets to secure competitive, reliable supply and alternative sources where appropriate.
Sales Pipeline & Reporting
Maintain an active sales pipeline with clear project stages, commercial potential, responsibilities and next actions.
Ensure accurate and timely Salesforce records for customer visits, opportunities, forecasts and project updates.
Prepare regular business and pipeline reviews for the Managing Director, highlighting performance against targets and actions required.
Provide commercial updates and market reports to regional management, global business teams and suppliers.
Market Intelligence & Industry Representation
Monitor customer needs, competitor activities, pricing trends and relevant pharmaceutical regulatory developments in Thailand.
Translate market insights into practical recommendations for product selection, pricing and business development priorities.
Represent Biesterfeld at pharmaceutical exhibitions, conferences and industry events.
Build relationships with relevant industry associations and stakeholders to strengthen market knowledge and business opportunities.
Profitability, Inventory & Working Capital
Prepare annual sales and gross profit budgets, forecasts and business development plans.
Protect profitability through disciplined pricing, supplier negotiations and management of commercial terms.
Work with Sales, Supply Chain and Finance to align purchasing and inventory with customer forecasts, confirmed commitments and supplier lead times.
Monitor shelf life, slow-moving stock and inventory exposure, taking timely action to reduce expiry and excess-stock risks.
Support credit control and timely collection of receivables to achieve working capital objectives.
Your profile
Requirements
At least five years of pharmaceutical ingredient sales experience, ideally 5–10 years, with a proven track record of selling APIs and excipients in Thailand.
An established network within the Thai pharmaceutical industry and experience working with purchasing, R&D, production and quality teams.
A bachelor’s degree in Pharmacy, Chemistry, Chemical Engineering or a related scientific discipline is preferred.
Practical understanding of both trading and distribution business models, including supplier representation, portfolio development and stock-based sales.
Strong commercial calculation and financial skills, including landed-cost calculations, pricing, gross margins and the impact of freight, exchange rates, financing costs and customer credit terms on profitability.
Experience managing inventory, demand forecasts and working capital, with attention to shelf life, stock turnover and slow-moving materials.
Strong negotiation skills with customers and international suppliers, balancing sales growth with profitability, payment security and sustainable business relationships.
Ability to develop excipient opportunities through technical discussions, sampling, customer trials and qualification, progressing projects to repeat commercial orders.
Working knowledge of pharmaceutical quality and documentation requirements, including specifications, certificates of analysis and relevant pharmacopoeial standards.
Ability to build and execute a focused sales plan, prioritise opportunities and deliver agreed sales and gross profit targets.
A structured, analytical approach to market intelligence, including validating customer feedback, competitor pricing and the commercial viability of opportunities.
Strong ownership and follow-through, with the ability to work independently, resolve issues proactively and coordinate effectively with customer service, supply chain, regulatory and finance colleagues.
Discipline in maintaining CRM records, realistic sales forecasts and clear project milestones.
Commitment to internal approval procedures, credit policies and accurate documentation of customer and supplier agreements.
Strong communication and presentation skills in Thai and English, with the ability to collaborate with international suppliers and global teams.
Willingness to travel regularly for customer visits, supplier meetings and industry events.