Job Description

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 visibility and accessibility with strategic customers.
  • Identify and cultivate relationships with emerging accounts that may become strategic in the future.

EXPERIENCE AND QUALIFICATIONS

• Bachelor's degree in life sciences, biotechnology, or related field required.
  • Advanced degree (MS, PhD) strongly preferred.
• Five to ten years of successful sales experience in the life sciences industry, with demonstrated experience in key account management or strategic sales.
• Experience working with CROs, pharmaceutical companies, or similar organizations in drug development ecosystem.
• Experience coordinating with distributors or channel partners.

KNOWLEDGE, SKILLS AND ABILITIES

• Proven track record of managing large, complex accounts and achieving significant revenue targets.
• Background selling both capital equipment and consumable products.
• Demonstrated ability to build and maintain executive-level relationships.
• Strong technical understanding of life sciences research workflows, particularly in drug development and biomarker research.
• Deep familiarity with immunoassays, biomarker analysis, proteomics, or related technologies.
• Ability to understand complex customer applications and translate them into solution recommendations
• Capability to engage in detailed technical discussions with scientists and technical staff.
• Exceptional relationship-building skills with ability to establish credibility and trust with sophisticated customers.
• Strategic thinking and ability to develop long-term account growth strategies.
• Strong business acumen and understanding of customer business models and economics.
• Excellent presentation and communication skills for diverse audiences.
• Consultative selling approach with ability to uncover customer needs and develop tailored solutions.
• Strong negotiation skills and commercial acumen.
• Self-motivated with ability to work independently and manage complex, multi-stakeholder sales processes.
• Excellent organizational skills and attention to detail.
• Proficiency with CRM systems (Salesforce experience preferred).
• Analytical mindset with ability to use data to drive account strategies.
• Excellent verbal and written communication skills in English.
• Ability to travel extensively that can include overnight stays and working outside normal business hours as needed.

PHYSICAL DEMANDS

This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about a home office.

WORK ENVIRONMENT

• This position in performed in a home office environment
• This position requires extensive travel (up to 60 to 70% of the time)