ph3POSITION SUMMARY: /h3 /brpThe National Key Accounts Manager will be responsible for managing and expanding MSD's most strategic accounts across China, with a primary focus on major contract research organizations (CROs), large pharmaceutical companies, and key service providers. /p /brpManaging selected strategically important accounts, the National Key Accounts Manager will drive significant revenue growth through a combination of relationship management, technical expertise, and strategic account planning. This role requires national travel and close collaboration with Regional Sales Managers, the national distributor, and MSD's technical support teams. /p /brh3DUTIES AND RESPONSIBILITIES /h3 /brul /brlibStrategic Account Management /b /brul /brliOwn and manage relationships with approximately 20 of MSD's largest national accounts, including major CROs, pharmaceutical companies, and service providers. /li /brliAchieve quarterly and annual revenue targets through direct sales to key accounts. /li /brliDevelop comprehensive strategic account plans that identify growth opportunities, competitive threats, and relationship-building initiatives. /li /brliConduct regular business reviews with key stakeholders to understand their evolving needs, research pipelines, and strategic priorities. /li /brliPosition MSD as a strategic partner by understanding customers' business models, competitive pressures, and growth objectives. /li /brliIdentify and pursue expansion opportunities within existing accounts across multiple departments, divisions, and geographic locations. /li /br /ul /br /li /brlibSales Revenue Generation /b /brul /brliDrive revenue growth through both increased utilization of existing MSD platforms and adoption of new products and applications. /li /brliManage complex sales cycles involving multiple stakeholders and decision-makers within large organizations. /li /brliDevelop and present customized value propositions that align MSD's capabilities with customer business needs. /li /brliNavigate procurement processes and negotiate pricing, terms, and service agreements. /li /brliMaintain accurate forecasting and pipeline management using Salesforce CRM. /li /brliCollaborate with Regional Sales Managers when key accounts have activities or locations within specific regions /li /br /ul /br /li /brlibTechnical Consultation Solution Development /b /brul /brliServe as a trusted technical advisor to key accounts, leveraging deep understanding of immunoassay technologies, biomarker analysis, and research workflows. /li /brliUnderstand customer applications and research objectives to recommend appropriate MSD solutions.



/li /brliCoordinate with Field Applications Scientists to provide technical demonstrations, method development support, and troubleshooting. /li /brliStay current on emerging trends in drug development, biomarker research, and CRO service offerings to identify new application areas. /li /brliProvide customer feedback to product management and RD teams to inform future product development. /li /br /ul /br /li /brlibDistributor Coordination /b /brul /brliWork closely with MSD's national distributor to coordinate logistics, order fulfillment, and customer service for key accounts. /li /brliCollaborate with regional distributors as needed to support key account activities in specific territories. /li /brliEnsure seamless customer experience by managing the intersection of direct sales relationships and distributor logistics. /li /brliProvide distributors with account intelligence and strategic context to optimize their support. /li /br /ul /br /li /brlibCross-functional Collaboration /b /brul /brliPartner with Regional Sales Managers to ensure coordinated coverage and avoid conflicts on account ownership. /li /brliWork closely with Marketing to develop account-specific campaigns, case studies, and promotional materials. /li /brliCollaborate with Field Applications, Technical Support, and Customer Service teams to ensure exceptional customer experience. /li /brliProvide market intelligence on competitive activity, customer trends, and industry developments. /li /brliParticipate in strategic planning and contribute insights on key account trends and opportunities. /li /br /ul /br /li /brlibRelationship Building Market Presence /b /brul /brliBuild strong relationships with key decision-makers, influencers, and technical staff within target accounts. /li /brliRepresent MSD at industry conferences, tradeshows, and customer-hosted events. /li /brliConduct regular face-to-face meetings with key accounts across China, requiring significant national travel. /li /brliMaintain high visibility and accessibility with strategic customers. /li /brliIdentify and cultivate relationships with emerging accounts that may become strategic in the future. /li /br /ul /br /li /br /ul /brh3EXPERIENCE AND QUALIFICATIONS /h3 /brul /brliBachelor's degree in life sciences, biotechnology, or related field required. /brul /brliAdvanced degree (MS, PhD) strongly preferred.



/li /br /ul /br /li /brliFive to ten years of successful sales experience in the life sciences industry, with demonstrated experience in key account management or strategic sales. /li /brliExperience working with CROs, pharmaceutical companies, or similar organizations in drug development ecosystem. /li /brliExperience coordinating with distributors or channel partners. /li /br /ul /brh3KNOWLEDGE, SKILLS AND ABILITIES /h3 /brul /brliProven track record of managing large, complex accounts and achieving significant revenue targets. /li /brliBackground selling both capital equipment and consumable products. /li /brliDemonstrated ability to build and maintain executive-level relationships. /li /brliStrong technical understanding of life sciences research workflows, particularly in drug development and biomarker research. /li /brliDeep familiarity with immunoassays, biomarker analysis, proteomics, or related technologies. /li /brliAbility to understand complex customer applications and translate them into solution recommendations /li /brliCapability to engage in detailed technical discussions with scientists and technical staff. /li /brliExceptional relationship-building skills with ability to establish credibility and trust with sophisticated customers. /li /brliStrategic thinking and ability to develop long-term account growth strategies. /li /brliStrong business acumen and understanding of customer business models and economics. /li /brliExcellent presentation and communication skills for diverse audiences. /li /brliConsultative selling approach with ability to uncover customer needs and develop tailored solutions. /li /brliStrong negotiation skills and commercial acumen. /li /brliSelf-motivated with ability to work independently and manage complex, multi-stakeholder sales processes. /li /brliExcellent organizational skills and attention to detail. /li /brliProficiency with CRM systems (Salesforce experience preferred). /li /brliAnalytical mindset with ability to use data to drive account strategies. /li /brliExcellent verbal and written communication skills in English. /li /brliAbility to travel extensively that can include overnight stays and working outside normal business hours as needed. /li /br /ul /brh3PHYSICAL DEMANDS /h3 /brpThis position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about a home office. /p /brh3WORK ENVIRONMENT /h3 /brul /brliThis position in performed in a home office environment /li /brliThis position requires extensive travel (up to 60 to 70% of the time) /li /br /ul /p #J-18808-Ljbffr

📌 Key Accounts Manager, China (Italia)
🏢 Msd
📍 Italia