Victor (Rutan) Ou
Sydney,NSW
Summary
Over 19 years industry experience including working as Business Development in CRO for over 7 years in both China(~6 Years) and Australia(~1.5 Years); familiar with business development skill, pricing strategy, commercial terms.Seasoned Client Relationship Director with experience in managing and nurturing key client relationships. Skilled at identifying customer needs, implementing effective solutions, and maintaining high satisfaction levels. Strong leadership traits with a proven record of driving collaboration across teams to ensure seamless service delivery for clients. Showcased ability to contribute positively to business growth by ensuring client retention and loyalty through exceptional relationship management skills.
Overview
23
23
years of professional experience
Work History
Client Relationship Director, Commercial – Enterprise
;Parexel International
05.2021 - Current
- Increase Parexel’s market valuation through driving increased profitability and significant improvement in operating efficiencies in our daily work.
- Achieve market-leading growth and performance through the capture of additional business in Enterprise from current and new customers.
- Ensure we deliver client projects on time, on budget, and with first-time quality.
- Demonstrate first-time quality in all aspects of work and deliver internal strategic projects to plan.
- Attract and retain industry-leading talent through engaging, energizing and enabling each other.
Associate Director, Business Development/Strategic Pricing
;Caidya Biopharma
06.2019 - 05.2021
- Responsible for the interaction with the client to introduce Caidya business
- Perform the regular visits to the client and manage the key accounts
- Follow up the questions from the client and achieve the business deal successfully
- Coordinate internally with the relevant functions to deliver the qualified quotation and proposal in time.
- Coordinate the contract negotiation and signature process
- Lead to develop the Pricing Tool
- Succeed to launch the 1st Version of New Pricing Tool on early of Jan 2020
- Team lead to develop proposal & contract to support business
- Develop and improve the process for proposal and contract
- Support business from strategic pricing perspective
Associate Director, Strategic Pricing & Partnership
;IQVIA
07.2017 - 02.2019
- Provides integrated pricing and partnering support and vision across functions and therapeutic delivery units in support of customers and the Clinical Development business line.
- Works with internal customers to translate operational strategies into cost-competitive solutions that align with customer needs.
- Works with internal and external customers to create and implement traditional and non-traditional pricing/delivery alternatives, tactics and methodologies to meet customer needs.
- Contributes to the development, implementation and maintenance of the pricing tools.
- Contributes to discussions on business pricing/delivery strategy and direction and ensures a consistent application of our strategies across all opportunities.
- Negotiates financial and business terms for contracts involving traditional and non-traditional pricing models.
- Fully supports the management team to ensure all team goals and objectives are met.
- Collaborates internally and works with customer contacts to develop strategic alignment of business processes and tools for partnership accounts
- Performs other duties as assigned
- Additional Key Projects: Managing most of Chinese leading Biotech Pharma and MNC customers (Beigene, Cstone, Pfizer etc) and negotiating the commercial terms with partners, Worked on over 200 RFPs in total and provided pricing strategy accordingly, Led for the development of the guideline for Biotech Delivery Unit Pricing strategy
Clinical Outsourcing Business Manager;
Roche (China) Holding
05.2013 - 07.2017
- Evaluated functional study sourcing specific needs and developed proper vendor strategy together with study teams
- Led the vendor evaluating, selecting, sourcing and contracting process, between the functions or study teams and potential vendors
- Measured performance of vendors with respect to quality of work, cost, timelines and other related parameters
- Ensured appropriate risk evaluation and mitigation while meeting business needs
- Facilitated sourcing and contracting issue escalation and resolution
- Guided study teams in identification and resolution of outsourcing issues
- Led in process improvement that enhance and streamline outsourcing and contracting processes, systems, tools and other resources
- Identified training needs and delivers trainings as related to service provider management and outsourcing processes, including how to work most effectively with outsourcing service providers
- Created contracts, master agreements, work orders, change orders, budgets payment schedules for relevant study or functional outsourcing events.
- Negotiated and documents cost savings.
- Additional Key Projects: SME (Subject Matter Expert) to implement global Risk Management program in China Procurement, Led for enhancement of Scientific Sourcing Contract Approval System, Led for outsourcing process for dozens of Phase III and Phase IV oncology studies and functional projects.
Associate Outsourcing Manager;
GSK R&D
02.2011 - 05.2013
- Development, negotiation and execution of robust contracts and contract amendments with external suppliers in support of Clinical Research Scientists.
- Led negotiations and developing price agreements with key customers
- Built effective working relationships with internal customers to proactively determine outsourcing requirements
- Effectively worked with other GSK departments (e.g. Legal, Clinical Operation, Data Management) to resolve study start up, maintenance and close out issues.
- Liaised between GSK and external suppliers on contractual and budgetary matters
- Proactively identified issues and developed recommendations for resolution
- Collected and analyzed performance data on suppliers with regards to contract management services
- Tracked and maintained accurate up-to-date contract information that supports GSK R&D China business via databases and tracking systems
- Provided first rate customer service, delivering proactive and regular follow ups with customers and external vendors
- Supported more junior colleagues and line manager in various initiatives.
- Contribute to process development within this area, explored new and efficient methods that support the performance
- Participated in other duties as deemed necessary to fulfill department and corporate objectives.
- Maintained and updated the study status regularly, led to plan proper human resources required for studies together with study teams, and made analysis and gave the recommendation to management team.
- Led in process improvement that simplify and streamline procedure, integrate different system, tools and other resources.
- Managed staff in accordance with organization’s policies and applicable regulations.
- Additional Key Projects: Led the outsourcing process for Phase III studies and insourcing requests, Led the prefer vendors selection process and MSA negotiation
Business Development;
PPD
03.2009 - 02.2011
- Responsible for the preliminary screening of project and internal coordination for the new project evaluation process.
- Responsible for project negotiation externally; internally co-ordinate with colleagues on the project.
- Developed new clients, Liaison and perform periodic visit
- Composed and followed proposal and quotation for specific project; followed up, negotiated the contract with sponsor
Project Supervisor/Business Account Supervisor;
Shanghai Newsummit Biopharma
12.2007 - 03.2009
- Responsible for the daily activities such as, development and implementing project plans; correspond and establish good business relationships with potential business partners.
- Responsible for licensing business of the company including, national and international licensing in/out projects.
- Responsible for monitoring the advancement of the project as well as maintenance of the customer relationship
- Responsible for feasibility report of the project to assist the decision making.
Business&Medical Representative;
Sinophama XingSha Pharmaceuticals
Fu Zhou, China
07.2002 - 02.2004
- Responsible for the sales and marketing of the company in Fu Zhou city of China
- Achieved excellent sales record in one and half year
Education
Master degree of Science - Bioinformatics
K.U.Leuven of Belgium
Belgium09.2007
Bachelor degree of Science - International Medicine Business
China Pharmaceutical University
China07.2002
Skills
- Client relationship management
- Project management
- Business development
- Vendor management
- Problem-solving skills
- Positive mindset
- Pricing strategy
- Strategic negotiation
- Mandarin and English fluency
- Certified in IELTS and PTE
Training
- Seven Habits
- Project Management
- Category Management
- Supplier Relationship and Performance Management
- Time and Stress Management
- Situational Management
- Stakeholder Management
Accomplishments
- Spotlight in 2024 in the global enterprise commercial team
Appraise
Diligent, Self-motivated, Result-oriented, Teamwork
Hobbies and Interests
Reading,Sports and Traveling
Timeline
Client Relationship Director, Commercial – Enterprise
;Parexel International
05.2021 - Current
Associate Director, Business Development/Strategic Pricing
;Caidya Biopharma
06.2019 - 05.2021
Associate Director, Strategic Pricing & Partnership
;IQVIA
07.2017 - 02.2019
Clinical Outsourcing Business Manager;
Roche (China) Holding
05.2013 - 07.2017
Associate Outsourcing Manager;
GSK R&D
02.2011 - 05.2013
Business Development;
PPD
03.2009 - 02.2011
Project Supervisor/Business Account Supervisor;
Shanghai Newsummit Biopharma
12.2007 - 03.2009
Business&Medical Representative;
Sinophama XingSha Pharmaceuticals
07.2002 - 02.2004
Master degree of Science - Bioinformatics
K.U.Leuven of Belgium
Bachelor degree of Science - International Medicine Business
China Pharmaceutical University
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