Strategic Account Manager

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/客户需求来进行价值创造 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 Accounts 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

Required Skills:

Preferred Skills:

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