POSITION DETAILS:
Designation: Country Manager Vietnam
Business Unit: APAC
Function: Sales & Marketing
Location: Ho Chi Minh City, Vietnam
Reporting to: Cluster Manger Central Asean
ROLE OVERVIEW/ PURPOSE:
To spearhead the Vietnam market strategy, oversee commercial operations across therapy areas, and drive sustainable growth with full P&L responsibility. The role demands an experienced leader who brings a balance of country and established-business management, originator/innovator therapy experience, and strong oncology exposure.
The role is critical in shaping the company's presence in the market, building a sustainable business foundation and driving performance outcomes across commercial, regulatory and operational functions. The country manager will drive the regulatory function and market access, build local partnerships, ensure compliance and deliver growth aligned with corporate strategy.
OVERALL JOB RESPONSIBILITIES:
Market & Commercial Leadership:
- Build and execute Vietnam's multi-therapy business strategy (Respiratory, Derma, Oncology).
- Scale the B2C respiratory business patient engagement, digital programs, retail activation, and direct marketing.
- Manage the B2B/Distributor Derma business contract management, channel performance, and partner governance. Lead Oncology market entry: launch planning, market access strategy, and medical-scientific education. Conceptualization and execution of strategy for new territorial entry and new product introduction. Identify potential business development opportunities based on market understanding and lead the discussions for closure of the same in co-ordination with Regional Business Development dept.
Commercial and P&L Management:
- Take full P&L ownership for Vietnam, deliver revenue, profitability and market share targets.Maximize the value of the company by optimizing revenues and operating margins.
- Lead Pricing, channel and distribution strategies in alignment with B2C & B2B frameworks
- Manage business forecasting, budgeting and cost control.
- Define mid-long-term strategy for the Territory. Ensure disciplined financial management and forecasting accurately.
Market Access & Regulatory:
- Oversee local regulatory submissions with DAV (Drug Administration of Vietnam)
- Ensure adherence to compliance, pharmacovigilance and ethical standards.
Partnerships and Ecosystem Development:
- Build deep partnerships with respiratory and dermatology KOLs.
- Forge alliances with hospitals, digital health platforms, etc to build patient awareness and access
- Collaborate with local distributors, logistics partners and digital channels
- Identify Key customers and stay abreast with market realities
- Establish and build Glenmark's branded pharmaceutical interests in Vietnam
- Represent the company in industry bodies and associations.
Digital and B2C Innovation:
- Accelerate digital first patient programs for respiratory portfolio
- Strengthen e-pharmacy partnerships and digital engagement ecosystems.
- Support data-driven omnichannel strategies and CRM deployment.
Team and Culture Building:
- Attract and retain talent. Driving development, coaching and mentoring of team to meet business objectives.
- Foster a performance driven, ethical and inclusive culture aligned with corporate values.
KEY RELATIONSHIPS/STAKEHOLDERS:
External
- Regulatory bodies and authorities.
- Hospitals, oncology centers, KOLs, patient advocacy groups, pharmacy networks
- Distributors and channel partners.
- Industry associations
Internal (other than Direct Reports)
- Finance, supply chain, medical affairs, regulatory affairs and quality, legal, HR, portfolio management, Global oncology team, Business Development.
DESIRED EXPERIENCE AND KNOWLEDGE:
Educational Qualifications
- Bachelors in Science / Pharmacy and Master's Degree in Marketing / International Business
Experience
- At least 12 plus years of experience in Sales & Marketing with minimum 3 years of exposure in similar set-up at same level
- Proven track record of launching or scaling originator / innovative therapies, especially in Oncology
- Strong background in Respiratory and Dermatology commercial management.
- Experience in B2C or hybrid (B2B2C) commercial models, ideally with digital or patient engagement focus.
- Strong understanding of the Vietnamese healthcare ecosystem, market access pathways, and regulatory environment.
- Strong understanding of Vietnam's regulatory and healthcare ecosystem.
- Prior P&L ownership or senior commercial leadership experience in Vietnam or Southeast Asia is a must
Knowledge and Skills (Functional / Technical)
- Understanding of Pharmaceutical industry competition, customer behaviour and prescription habits
- Strategic foresight and entrepreneurial mindset.
- Oncology-related capabilities:
- Experience working with tumor boards, cancer institutes, oncology reimbursement dynamics
- Understanding clinical trial landscapes and evidence requirements
- Working with medical affairs to drive scientific engagement, evidence-generation programs, and HEOR initiatives to support market access and clinical adoption.
- Direct experience in oncology reimbursement processesincluding HTA submissions, early-access programs, and negotiation with payers.
- Ability to engage oncology KOLs in scientific discussions, advisory boards, and pathway-shaping initiatives.
- Build modern commercial capabilities including KAM, field access, medical education, and omnichannel scientific engagement.
- Collaborate closely with global oncology teams to shape pipeline readiness, lifecycle strategies, and pre-launch planning.
- Ensure compliance with oncology scientific engagement standards, emphasizing ethical, evidence-based communication.
- Must be good in communications and interpersonal skills (English and Vietnamese Preferred])
- Digital health
- Deep stakeholder management and cross-cultural collaboration
- Must be self-driven, flexible and can work with under pressure, independently or in teams
- Must be knowledgeable in Microsoft applications
- Must be good in negotiation skills
- Strong business acumen and conceptual thinking abilities
- High results orientation with attention to detail
- A quick learner with strong analytical skills
Behavioural Attributes
- Demonstrated leadership maturity, ability to inspire and lead diverse teams/ multiple stake holders
- Transformation leadership: experience shifting portfolios from generics to specialty
- Innovation mindset
- Ability to inspire large teams and channelize their collective energy to meet organizational goals
- Effectively communicate the vision of the organization to all internal stakeholders and gaining buy-in
- Retaining as appropriate, and fully leveraging, the current team of high-talent, senior and statured direct reports
- Persuasively gaining buy-in from all internal and external stakeholders, and establishing operating mechanisms and integrate the functions
- Fast learner, high on change agility and open to challenges that comes with a fast growing company in a dynamically changing environment
- Quick to translate strategy into actions
- High level of personal integrity and following ethical, compliance driven business principals
