National KA Head

1. Strategic Leadership & Business Planning: Develop and implement the integrated National Key Account strategy aligned with the company's overall business objectives for China. Identify, prioritize, and manage a portfolio of national and regional key accounts, including top-tier hospitals, group purchasing organizations (GPOs), and influential healthcare institutions. Lead the annual business planning process for the Key Account team, setting ambitious yet achievable targets for market share, revenue, and profitability. 2. Key Account Management & Development: Build and maintain enduring, strategic C-level relationships with key decision-makers and influencers within assigned accounts. Gain a deep understanding of each account's structure, needs, challenges, and decision-making processes to create tailored value propositions. Negotiate and manage complex, high-value contracts and tenders at a national and regional level. 3. Market Access & Policy Shaping: Drive market access initiatives by working closely with Market Access, Government Affairs, and Medical Affairs teams to ensure optimal product listing and reimbursement. Monitor and analyze evolving healthcare policies, reimbursement changes, and market trends to anticipate opportunities and risks. Develop strategies to shape the treatment landscape and create a favorable environment for the company's portfolio. 4. Team Leadership & Development: Lead, mentor, and develop a high-performing team of Regional Key Account Managers. Set clear performance objectives, provide regular coaching and feedback, and foster a culture of excellence and collaboration. Ensure the team is equipped with the necessary skills, tools, and knowledge to succeed. 5. Cross-Functional Collaboration: Act as the key liaison between the field force and internal functions including Marketing, Medical Affairs, Market Access, Government Affairs, and Supply Chain. Ensure seamless execution of account plans and effective communication of customer insights to inform company strategy. 6. Performance Monitoring & Analytics: Utilize CRM systems and other analytical tools to track performance, measure ROI on key initiatives, and provide accurate business forecasts. Present business reviews and strategic updates to senior management.

Bachelor's degree in Life Sciences, Business, or a related field. An advanced degree (e.g., MBA, MSc) is highly preferred. A minimum of 12-15 years of commercial experience within the multinational pharmaceutical industry, with at least 8-10 years in a Key Account Management, Senior Sales Leadership, or Market Access role. Proven experience in a national/regional leadership role managing a team is mandatory. Demonstrated success in building strategic relationships with top-tier hospital Key Opinion Leaders (KOLs) and senior-level executives in healthcare institutions. Deep understanding of the China healthcare system, hospital structures, reimbursement policies (NRDL), and tendering processes. Strong business acumen with a proven track record of negotiating large-scale contracts and achieving significant business growth. Excellent command of both English and Mandarin Chinese.

职位描述

职位要求