Key Account Manager, Retail Deep Penetration

Job Description

R406058

Role summary

Responsible for managing leading customers in the broad retail market, focusing on incremental growth in lower-tier markets, undertaking the company's product retail business coverage and target requirements, building a channel system for lower-tier markets, achieving greater product coverage and accessibility through academic promotion, terminal empowerment, launching sales projects, and refined operations, achieving greater product coverage and accessibility。

Core responsibilities

• 1. Client Management and Negotiation: Collaborate with DP clients to plan business, annual contract negotiations, and trade terms to ensure competitive and sustainable partnerships. Establish and maintain strong executive and senior client relationships with strategic clients, supporting long-term cooperation and business expansion. Manage rebate structures and competitive discount frameworks to balance growth targets, set IDP targets, and maintain financial discipline.
• 2. Sales Achievement and Channel Management Through rigorous business planning and execution, drive DP's sales inflow and target achievement. Monitor channel inventory health and DDI to ensure the business operations of strategic accounts are transparent, compliant, and sustainable. Maximizing the listing coverage and shelf presence of broad-market pharmacies in key product portfolios to enhance visibility, supply, and retail performance.
• 3. Innovative Projects and Compliance: Pioneering innovative projects, exploring new models for DP business, enhancing client value, and opening up new growth opportunities. Ensure that all business activities, customer interactions, and channel operations comply with company policies and pharmaceutical industry regulations.

Required skills & experience

Education & Certifications

Required Skills and Experience Education and Certification Bachelor's degree or above; Priority will be given to majors in business, marketing, pharmacy, management, or other related fields.

Working Experience

• At least 5 years’ experience in retail, national key account management, or other related commercial functions, preferably within the pharmaceutical, healthcare, or FMCG industries.

Outstanding track record in client management, annual negotiations, joint business planning, channel management, and achieving business objectives. Extensive experience in responsible business and business insights, driving DP coverage and business growth.

Professional Skills

• 1. Performance Operation Capability: Possesses overall operational experience with leading DP clients, with successful cases of zero-level expansion and incremental breakthroughs in lower-tier markets.
• 2. Terminal Operation Capabilities: Proficient in terminal product placement, staff training, and inventory control throughout the entire process, skilled in refined terminal coverage.
• 3. Business negotiation skills: Skilled in end-client development and customer relationship management, able to independently complete business negotiations and strategic cooperation implementation for DP clients.
• 4. Data Review Ability: Skilled in sales data analysis and market review, able to identify problems, optimize strategies, and drive incremental growth through data. 5. Comprehensive Competence: Able to adapt to frequent business trips, strong stress tolerance, strong sense of purpose, excellent communication, coordination, team management, and cross-departmental collaboration, with a strong customer-oriented mindset.

Required Skills:

Preferred Skills:

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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.

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