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Position: KAM and tender Lead - MYSG

Hiring Manager: Trade Head south east Asia and India MCO & TMS

Location: Malaysia

Job type: Permanent, full-time

About the job

This role is a strategic KAM and Tender lead for Malaysia and Singapore. This leadership role will havea dual mandate to lead the Malaysia KAM team whose main priority is to accelerate patient access and system adoption for Vaccine and Immunology portfolio in Malaysia, while simultaneously managing the tender team owning the tender strategy and submission process to protect and grow Sanofi's business in both Malaysia and Singapore.

This position plays a critical role in ensuring Sanofi's portfolio achieves optimal formulary inclusion, and commercial performance within key public and private healthcare institutions.

This role requires a highly motivated individual who can balance strategic thinking with operational excellence, working cross-functionally to align key functions toward shared business objectives.

Main responsibilities: 

1. Strategic Account Management

• • Champion the growth and access agenda for Sanofi's Immunology and Vaccines portfolio across public and private healthcare institutions in Malaysia, ensuring optimal formulary inclusion and commercial performance.

  • Translate portfolio priorities into actionable account and tender plans, executed through the KAM and Tender Manager teams.

  • Support commercial team in monitoring portfolio performance metrics and adjust key account strategies in response to market dynamics, policy changes, or competitive activity..

  • Guide the KAM team to define and oversee public hospital account strategy across Malaysia, aligned to national access, formulary, and tender priorities.

  • Build and sustain strategic partnerships with private hospitals

  • Support improvement of institutional and national access pathways, including formulary decisions, procurement frameworks and stakeholder engagement strategies to strengthen long-term portfolio positioning.

  • Guide KAM team to drive Beyfortus KPK listing and public adoption, supporting Blue Book planning and hospital readiness.

  • Accelerate Dupixent public tender inclusion through stakeholder mapping, access planning, and tender insights.

  • Forecast public channel demand, monitor tender utilization, and proactively flag risks or opportunities.

  • Lead launch readiness for upcoming portfolio, ensuring alignment across KAM, tender, medical and supply to accelerate access and uptake.

2. Tender Strategy & Execution

• • Drive the end-to-end tender strategy and submission process for Malaysia and Singapore, ensuring Sanofi's portfolio is competitively positioned to protect and grow market share.

  • Guide the Tender Managers in developing winning tender submissions, pricing strategies, and compliance documentation.

  • Monitor tender cycles, contract renewals, and utilization performance across both markets, escalating risks and opportunities in a timely manner.

  • Integrate pricing, access and medical value propositions into differentiated and competitive tender strategies.

  • Ensure alignment between tender strategy and broader commercial and access objectives.

3. Team Leadership & People Management

• • Lead, coach, and develop the Key Account Managers team based in Malaysia, focused on the Immunology and Vaccines portfolio.

  • Manage and mentor the Tender Managers in charge of MYSG, ensuring alignment on tender strategy, timelines, and execution standards.

  • Set clear individual objectives, conduct regular performance reviews, and support career development plans for all direct reports.

  • Foster a high-performance team culture grounded in accountability, collaboration, and patient-centricity.

  • Manage team resource allocation, workload balance, and field coverage across both markets.

4. Commercial & Trade Excellence

• • Lead the design and governance of commercial schemes (e.g., rebates, incentive frameworks) to ensure alignment with tender strategy, pricing integrity, and compliance requirements.

  • Partner with GTMC, Finance, and Legal/EBI to optimize Gross-to-Net (GTN) performance and ensure robust governance across institutional channels.

  • Ensure pricing consistency and strategic alignment across public and private channels, including institutional pricing frameworks.

5. Cross functional collaboration, Stakeholder engagement and Execution excellence

• • Serve as the primary interface between the KAM/Tender teams and internal functions including Vaccines and Immunology commercial teams, Medical, Supply Chain, Market Access etc.

  • Translate field and market insights into actionable recommendations that inform national and regional strategy.

  • Ensure accurate documentation, reporting, and governance standards are maintained across all public and institutional engagements.

Work Experience: 

• Bachelor’s degree in any science field with minimum 7 years' experience in

•    Pharmaceutical sales, or

•    Key Account Management, or

•    Tender / Market Access–related roles

• Ensure accurate documentation, reporting, and governance standards are maintained across all public and institutional engagements.

• Proven experience managing complex, multi-stakeholder accounts in a hospital or institutional setting

• Prior exposure to public hospital systems, tenders, or reimbursement processes is a strong advantage

• Experience in vaccines, specialty care, or immunology is preferred but not mandatory.

Core Competency

• Strong leadership skills.

• Good understanding of public and private healthcare systems and decision pathways.

• Ability to analyze data and translate insights into access-driven strategies.

• Excellent stakeholder engagement, negotiation, and presentation skills.

• High resilience and adaptability in complex, policy-driven environments.

• Collaborative mindset with the ability to influence without authority.

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