Job Description
POSITION OVERVIEW
职位概览
战略大客户经理主要负责与大客户合作开发业务解决方案，通过整合产品线、服务和解决方案，达到一流的客户满意度，从而推动盈利增长。A Strategic Account Manager is primarily responsible to partner with his/her Customer(s) to develop business solutions that will drive Profitable Growth through “best in class” Customer Satisfaction appropriately leveraging our entire portfolio of products, services and solutions.
中国战略大客户管理团队将整合客户洞察，为关键战略客户定制战略性长期业务计划并实施，建立可持续的合作关系。
China SAM will be implementing strategic, long-term business plans for the Key Strategic Accounts building sustainable engagements and integrating customer insights.
他们通过实现既定的关键客户/战略目标并解决以前未满足和/或不断变化的患者/客户需求来引领价值创造。 中国战略大客户管理团队是客户的主要联系人。
They lead Value Creation through the accomplishment of the established key Customer/ strategic objectives and addressing previously unmet and/or evolving patient/customer needs. China SAM is the primary point of contact for the Customer.
他们了解决定品牌列名及采购的客户和利益相关者、购买流程以及品牌优先级，以便支持大客户共赢准入。
They understand the customers and stakeholders who determine whether a brand is listed or purchased, the purchasing process within the account, and the Brand Priorities so that they can support brand Profitable Access in these accounts.
他们领导、并与跨部门各团队合作，实施并最大化与客户的战略计划实施落地，确保以同一的声音与客户互动。
They lead and partner with interdisciplinary teams to implement and to maximize the strategic agreement with the account, ensuring One voice to the Customer.
PRIMARY RESPONSIBILITIES & ACTIVITIES
主要工作职责与内容
Market and Customer Understanding and Analysis (20% of time*)市场及客户洞察与分析
- 识别新兴或加速发展的市场和政策动态以及相关见解，以推动关键客户的增长机会。Identifying emerging or accelerating market and policy dynamics and relevant insights to drive growth opportunities with key accounts.
- 了解客户的使命、愿景和发展方向； 其主要利益、优势、劣势、机遇和挑战； 并相应地创造价值主张。Understanding the mission, vision and development direction of the Customer; its key interests, strengths, weaknesses, opportunities and challenges; and creating value propositions accordingly.
- 深入了解大客户未满足和不断变化的需求，并整合其对产品管线的影响。Developing an in-depth understanding of the Key Account’s unmet and evolving needs and deducting Implications integrating full portfolio.
- 为客户完成竞争对手分析Completing a competitor analysis for the Customer.
- 收集各大客户的详细信息，作为制定客户资料的基础。Gathering detailed information about individual key accounts as the basis for Account Profile development.
- 了解大客户的决策、后勤、列名和签约流程。Understanding the decision-making, logistical, listing and contracting processes within the Account.
- 识别关键客户利益相关者，并了解他们对我们的竞争对手和医疗环境的看法，以及他们对改善患者治疗结果以创造竞争优势的需求。Identifying Key Account Stakeholders and understanding their perspectives on our competitors and the healthcare environment as well as their needs related to improving patient outcomes to create a competitive advantage.
Account Plan Development (30% of time*) 制定商业计划
- 基于对市场和客户的深入了解，捕捉短期和长期的商业机会。Capturing short and long-term business opportunities based on in depth Market and Customer understanding.
- 与相关业务利益相关者一起定义、展示和确认客户目标和关键绩效指标。Defining, presenting and validating Account objectives and KPIs with relevant business stakeholders.
- 制定客户计划，全面了解客户的目标和需求，并考虑竞争和业务挑战。Developing a Account Plan that contains a thorough understanding of the customers goals and needs as well as considers competitive and business challenges.
- 使用跨业务部门的方法，定义与客户需求相关的量身定制的价值主张。Defining a tailored value proposition linked to Customer needs using a cross-BU approach.
- 制定以客户为中心的长期战略，适当增加收入、市场份额和产品组合渗透率，同时通过与关键决策者的专业参与和合作关系建立声誉。Developing long-term customer-centric strategies that will appropriately grow revenue, market share and portfolio penetration while also building our reputation through professional engagement and partnerships with key decision-makers.
- 定义协作机会来解决未满足和/或不断变化的业务需求。Defining collaborative opportunities to address unmet and/or evolving business needs.
- 确定如何利用跨职能内部资源来开发并适当实施全面的战略产品。Determining how to develop and appropriately implement comprehensive strategic offerings by leveraging cross-functional internal resources.
- 全面了解产品组合中各产品的谈判立场，作为商业案例和商业机会开发的基础Obtaining a thorough understanding of negotiation position relative to each product in the portfolio as the basis for business case and opportunity development
- 基于共同利益，制定和实施与大客户价值主张相关的有效、有目的和简明的沟通，以推动客户参与产品组合的价值共创Developing and implementing effective, purposeful and concise communications linked to the value proposition for the Key Account based on shared interests to drive Customers’ engagement integrating value based offers for the whole portfolio.
Account Plan Implementation and Tracking (30% of time*)商业计划执行及跟踪
- 与负责客户“业务”方面的关键客户（例如药剂科主任、高级采购经理、业务开发经理和医院“最高管理层”客户）内的客户/利益相关者建立并维持长期合作关系。Developing and maintaining long-term engagements with customers/stakeholders within the Key Accounts that are responsible for the “business” side of the account (e.g. Directors of Pharmacy, Senior Procurement Managers, Business Development Managers, and Hospital "C-Suite" customers).
- 作为对大客户的全产品及服务的业务端口Serving as primary interface for all products and services to the business-end of the Key Account.
- 进全产品组合和基于价值的谈判，旨在发展战略合作。 确定与产品和服务相关的价值差异化因素以提高的竞争力。Conducting full product portfolio and value-based negotiation aiming at developing a strategic collaboration. Identifies value differentiators linked to products and services.
- 寻求列名机会并对医院列名结果负责。Seizing listing opportunity and being responsible for hospital listing result.
- 与关键决策者合作，围绕互惠互利的商业机会，以扩大投资组合在相应领域的增长机会Working with key decision makers to align around mutually beneficial business opportunities. Disproportionally invests where portfolio growth opportunities lay.
- 协调资源以支持协作目标。Coordinating resources to support collaboration goals.
- 根据跟踪计划监控指标和关键绩效指标，并根据经验重新制定与战略大客户合作的策略和运营活动。Monitoring metrics and KPIs according to the tracking plan and re-shaping account strategy and operational activities based on learnings.
Integrated Account Team Influencing (20% of time*) 整合大客户团队的影响力
- 获得管理层的支持以同步公司的重点投入与大客户需求保持一致Gaining local leadership team sponsorship to ensure local focus and investment aligned for the Key Account
- 定期举行大客户合作计划规划与回顾会议。作为信息共享的平台，提供合作项目的进度更新并不断修正实现卓越执行。Holding regular account planning and review meetings which act as a station for information sharing, providing status updates and initiating course corrections related to the Key Account.
- 确保业务团队卓越执行和跟进。Ensuring excellence in execution and follow-up related to entire field team.
EDUCATION, EXPERIENCE & COMPETENCIES
学历、工作经历及能力
Desired Experience/Education: 期望的工作经历/教育背景
- 本科学历，商科、临床医学、药学或相关专业Bachelor Degree in Business, medical, pharmacy or relevant subject or fields.
- 5年以上客户互动职位的工作经验5+ years of experience working in a customer-facing role.
- 市场经验优先Experience in Marketing highly preferred.
- 对客户与业务有深入的理解Strong knowledge of customer/business strategy.
- 对中国医药行业有足够的了解Understanding of local healthcare industry.
Functional Expertise能力特点
- 销售敏锐度Sales Acumen
- 客户细分和定位Customer Segmentation & Targeting
- 客户与市场洞察Customer & Market Insights
- 客户互动Customer Engagement
- 产品知识和产品线管理Product Knowledge & Portfolio Management
- 市场准入Market Access
- 市场管理Market Management
- 谈判与签约Negotiation & Contracting
- 商业渠道策略Commercial Channel Strategy
- 价值共创Value Co-Creation
Desired Leadership Skills (draft for further prioritization):
- 商业敏锐度Business Savviness
- 策略规划Strategic Planning
- 人际网络及合作伙伴Networking & Partnership
- 合作影响力Influence
- 主人翁精神和责任心Ownership and Accountability
Current Employees apply HERE
Current Contingent Workers apply HERE
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
No relocation
VISA Sponsorship:
No
Travel Requirements:
No Travel Required
Flexible Work Arrangements:
Not Applicable
Shift:
Not Indicated
Valid Driving License:
No
Hazardous Material(s):
n/a
Job Posting End Date:
04/30/2025
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
