Business Development Manager

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.

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.