Key Accounts Manager, China

POSITION SUMMARY:

The 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.

Managing 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.

DUTIES AND RESPONSIBILITIES

• Strategic Account Management
  • Own and manage relationships with approximately 20 of MSD's largest national accounts, including major CROs, pharmaceutical companies, and service providers.
  • Achieve quarterly and annual revenue targets through direct sales to key accounts.
  • Develop comprehensive strategic account plans that identify growth opportunities, competitive threats, and relationship-building initiatives.
  • Conduct regular business reviews with key stakeholders to understand their evolving needs, research pipelines, and strategic priorities.
  • Position MSD as a strategic partner by understanding customers' business models, competitive pressures, and growth objectives.
  • Identify and pursue expansion opportunities within existing accounts across multiple departments, divisions, and geographic locations.
• Sales & Revenue Generation
  • Drive revenue growth through both increased utilization of existing MSD platforms and adoption of new products and applications.
  • Manage complex sales cycles involving multiple stakeholders and decision-makers within large organizations.
  • Develop and present customized value propositions that align MSD's capabilities with customer business needs.
  • Navigate procurement processes and negotiate pricing, terms, and service agreements.
  • Maintain accurate forecasting and pipeline management using Salesforce CRM.
  • Collaborate with Regional Sales Managers when key accounts have activities or locations within specific regions
• Technical Consultation & Solution Development
  • Serve as a trusted technical advisor to key accounts, leveraging deep understanding of immunoassay technologies, biomarker analysis, and research workflows.
  • Understand customer applications and research objectives to recommend appropriate MSD solutions.
  • Coordinate with Field Applications Scientists to provide technical demonstrations, method development support, and troubleshooting.
  • Stay current on emerging trends in drug development, biomarker research, and CRO service offerings to identify new application areas.
  • Provide customer feedback to product management and R&D teams to inform future product development.
• Distributor Coordination
  • Work closely with MSD's national distributor to coordinate logistics, order fulfillment, and customer service for key accounts.
  • Collaborate with regional distributors as needed to support key account activities in specific territories.
  • Ensure seamless customer experience by managing the intersection of direct sales relationships and distributor logistics.
  • Provide distributors with account intelligence and strategic context to optimize their support.
• Cross-functional Collaboration
  • Partner with Regional Sales Managers to ensure coordinated coverage and avoid conflicts on account ownership.
  • Work closely with Marketing to develop account-specific campaigns, case studies, and promotional materials.
  • Collaborate with Field Applications, Technical Support, and Customer Service teams to ensure exceptional customer experience.
  • Provide market intelligence on competitive activity, customer trends, and industry developments.
  • Participate in strategic planning and contribute insights on key account trends and opportunities.
• Relationship Building & Market Presence
  • Build strong relationships with key decision-makers, influencers, and technical staff within target accounts.
  • Represent MSD at industry conferences, tradeshows, and customer-hosted events.
  • Conduct regular face-to-face meetings with key accounts across China, requiring significant national travel.
  • Maintain high visibil