MSD 战略客户经理 

China, Jiangsu 

645950619

Job Description

• 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。Identifyingemerging 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 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 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价值主张。Defininga 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。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 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Developingand 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.

• and maintaining long-term engagements withcustomers/stakeholderswithin 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Servingas 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。Conductingfull 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。Seizinglisting 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Workingwith 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。Coordinatingresources 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。Monitoringmetrics and KPIs according to the tracking plan and re-shaping account strategy and operational activities based on learnings.

• 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。Holdingregular 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。Ensuringexcellence in execution and follow-up related to entire field team.

DesiredExperience/Education:

• 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 (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 Contingent Workers apply

No Travel Required

Not ApplicableNot Indicated

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