Head of International Business Development (South East Asia))

• Head International Business Development
• Pharmaceuticals Company
• Myanmar, Philippines, Cambodia

Key Responsibilities & Accountabilities

1. Commercial Performance

• Drive revenue growth and achievement of agreed targets across international B2B and B2C markets

• Run structured monthly performance reviews with Country Managers (B2C) and key distributor accounts(B2B)

• Identify performance gaps and implement corrective action across both business models

2. Financial Ownership & P&L Discipline

• Own annual business planning, budgeting, and forecasts for international B2B and B2C markets

• Manage working capital cycles, cost control, collections, and inventory management across both models

• Ensure expansion into new markets — B2B or B2C — is commercially and financially viable

This role carries full commercial accountability for the performance and profitability of assigned international markets, regardless of business model.

3. New Market Launch Leadership

• Lead commercial readiness for new international market launches, under either B2B or B2C models

• Validate team structure and coverage models for B2C launches; validate distributor selection and

onboarding for B2B launches

• Establish structured launch milestones

• Monitor early-stage performance and intervene decisively

• Own distributor development and strategic partnerships across B2B markets

• Align commercial plans, inventory discipline, and credit structures with distributors

• Ensure sustainable and structured commercial practices in emerging markets

• Evaluate and onboard new distribution partners as new B2B markets are activated

5. Product Portfolio & Commercialization

• Provide strategic leadership for the international product portfolio across both business models

• Lead product selection based on commercial opportunity, competitive landscape, regulatory feasibility,and profitability

• Guide the complete product lifecycle — from opportunity identification through launch, growth,

optimization, and rationalization

• Recommend country-specific and model-specific pricing, positioning, and commercialization strategies

6. Multi-Country & Head Office Coordination

• Manage multiple international markets simultaneously across both business models

• Coordinate cross-functional Head Office teams (Regulatory, Supply Chain, Finance, Procurement,

Commercial Support)

• Remove operational bottlenecks between HO and country teams / distributor accounts

7. Leadership & Organization Development

• Recruit, mentor, and develop Country Managers and international business professionals.

• Build leadership capability across international operations.

• Develop scalable organizational structures and succession plans.

• Create a culture of ownership, accountability, and commercial excellence

8. Business Systems & Governance

Establish and continuously improve:

• Monthly Business Reviews

• Quarterly Business Reviews

• Country Scorecards

• Distributor Scorecards

• Sales Forecasting

• Business Planning

• KPI Dashboards

• Commercial Review Systems

Experience Required

We are looking for a a hands-on commercial leader who has successfully built and scaled pharmaceutical businesses across emerging international markets and enjoys creating organizations, systems, and commercial

excellence rather than simply managing established operations.

• 15–22 years total pharmaceutical commercial experience

• 6–8 years in domestic B2C operations, managing field teams, targets, and brand execution

• 3–5 years as a Country Manager in an international market (preferred)