Job Description

POSITION OVERVIEW

职位概览

区域战略大客户副总监主要负责带领SAM团队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，从而推动公司的盈利增长。

A Regional Strategic Account Associate Director is primarily responsible to lead SAM team in partnering with his/her Customer(s) to develop business solutions that will drive Profitable Growth for our company 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/公司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/our company 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，确保以同一公司的声音与客户互动。

They lead and partner with interdisciplinary teams to implement and to maximize the strategic agreement with the account, ensuring One Company 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，并整合其对公司产品管线的影响。Developing an in-depth understanding of the Key Account’s unmet and evolving needs and deducting Implications integrating full Company 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，并了解他们对公司、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 Company, 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公司价值主张。Defining a tailored company 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公司的声誉。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.全面了解公司对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 company’s negotiation position relative to each product in the portfolio as the basis for business case and opportunity development基于共同利益，制定和实施与公司大客户价值主张相关的有效、有目的和简明的沟通，以推动客户参与公司产品组合的价值共创Developing and implementing effective, purposeful and concise communications linked to the company value proposition for the Key Account based on shared interests to drive Customers’ engagement integrating value based offers for the whole company portfolio.

Team Management (30% of time*)团队管理

带领团队交付可衡量的业务结果。Lead SAM team to deliver measurable business result.发展员工，搭建SAM人才梯队。Develop people and construct SAM talents pipeline.推进高效工作方式的落地执行及更新迭代。Drive effective way of working landing and updating with transformation.协调整个公司的资源以支持协作目标。Coordinating resources across company to support collaboration goals.

Co-value Creation & internal and external Influencing (20% of time*) 价值共创及内外部的影响力

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，并共创共赢解决方案Gaining local leadership team sponsorship to ensure local focus and investment aligned for the Key Account and co-creating win-win solutions.提供合作项目的进度更新并不断修正，实现卓越执行。Providing partnership status updates and initiating course corrections.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

硕士及以上学历，商科、临床医学、药学或相关专业Master Degree in Business, medical, pharmacy or relevant subject or fields.8年以上客户互动职位的工作经验，3年以上管理经验8+ years of experience working in a customer-facing role and 3+ years of managing experience.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:

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.

Requisition ID:R328175