Sr. Manager, KA Marketing/Strategy

Job Description

POSITION OVERVIEW

职位概览

创新项目管理高级经理主要负责与大客户合作开发全新客户互动模式，通过整合产品线、服务和解决方案，达到预期的客户满意度，从而支持我们公司的盈利增长。An Innovative Project Management Senior Manager is primarily responsible to develop innovative customer engagement solutions incl. platforms to support driving Profitable Growth for our company through “best in class” Customer Satisfaction appropriately leveraging our entire portfolio of products, services and solutions.

全力支持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。

This role will fully support China SAM in implementing strategic, long-term business plans for the Key Strategic Accounts building sustainable engagements and integrating customer insights.

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/客户需求来实现价值创造。

He or she leads Value Creation through the accomplishment of the established key Customer/our company strategic objectives and addressing previously unmet and/or evolving patient/customer needs.

PRIMARY RESPONSIBILITIES & ACTIVITIES

主要工作职责与内容

Market and Customer Understanding and Analysis (30% 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 our company's portfolio.

• 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 our company, our competitors and the healthcare environment as well as their needs related to improving patient outcomes to create a competitive advantage.

Customer Engagement Solutions Development (40% of time*) 制定客户互动解决方案

• 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.

• 生成创新客户互动解决方案以建立公司在大客户中的核心竞争力Generating Innovative Customer Engagement Solutions to build up our company's competitive advantage in Accounts.

• 评估创新客户互动解决方案的有效性、客户满意度及投入产出比Evaluating effectiveness, customer satisfaction, and ROI of Innovative Customer Engagement Solutions

• 不断优化迭代创新客户互动解决方案，持续推动互动有效性及客户满意度的提升Continuously improving and updating Innovative Customer Engagement Solutions, ameliorate effectiveness of engagement and customer satisfaction

Co-value Creation & internal and external Influencing (30% of time*) 价值共创及内外部的影响力

• 与跨部门共创共赢解决方案Gaining CFT 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

• 本科及以上学历，商科、市场营销、临床医学、药学或相关专业Bachelor Degree in Business, marketing, medical, pharmacy or relevant subject or fields.

• 硕士及MBA优先Master Degree and MBA preferred.

• 6年以上客户互动职位的工作经验，3年以上管理经验5+ years of experience working in a customer-facing role and 3+ years of managing experience.

• 5年以上市场经验优先5+ years of 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

• 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

• 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

Required Skills:

Preferred Skills:

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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. 

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