MSD 副总监，战略客户管理 

China, Sichuan, Chengdu 

170007634

Job Description

• 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。Understandingthe 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。Developingan 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Completinga 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。Gatheringdetailed 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。Understandingthe 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。IdentifyingKey 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.

• 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。Developinga 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。Defininga 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。Developinglong-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。Definingcollaborative 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。Determininghow 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Obtaininga 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Developingand 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.

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。Developpeople and construct SAM talents pipeline.
• 推进高效工作方式的落地执行及更新迭代。Driveeffective way of working landing and updating with transformation.
• 协调整个公司的资源以支持协作目标。Coordinatingresources across company to support collaboration goals.

• 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。Providingpartnership status updates and initiating course corrections.
• 确保业务团队卓越执行和跟进。Ensuringexcellence in execution and follow-up related to entire field team.

• 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Understandingof local healthcare industry.

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 Contingent Workers apply

No Travel Required

Not ApplicableNot Indicated

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