Your Responsibilities:
Job Description Summary

Key Account Management & DTP Director

 Develop key account chain store plan & policy:
a) Implement product strategy in key account chain store which is in line with retail overall brand strategy.
b) Segment key account groups based on market potential.
c) Develop the investment model.
d) Set up KA customer profiling & tracking

 Drive KA business & Manage KA customers
a) Achieve Key account’s sales, growth and profit objectives.
b) Design the Joint Business Plan with national key account chains.
c) Build up the long-term relationship with key account chains, as well as efficient customer engagement model.
d) Continuously track and optimize the investment to make it more efficient.
e) Identify the potential business opportunities in key account chains.

 Cross function and team management:
a) Co-work with cross function team to get more supports for sales growth.
b) Work with cross function to design the training program of whole key account team.
c) Design the key account management tool/dashboard to help team to manage their customer.
d) Coach the team member to improve their capability.

 DTP management
a) Work out DTP product annual contract & rebate policy, related KPI; draft & publish
b) DTP Pharmacy Management SOP;
c) Support the national DTP business sales operation; develop series on-line DTP management system to promote sales efficiency.
d) Closely cooperate with OC BU ,insure all OC product strategy & market activities smoothly executed in DTP; DTP Product 4+7 strategy implemented in DTP smoothly.
e) Work out new OC product DTP choose standard, establish the excellent access
f) Channel before new product launch& enter hospital.
g) Good cooperation with professional association &foundation, provide professional
h) Management & medical training to DTP Pharmacy.

重点客户与DTP 总监
 制定KA连锁店政策与计划
a)执行符合零售整体战略的大客户连锁品牌政策与与计划。
b)基于市场潜力细分大客户群体。
c)制定投资模式。
d)建立KA客户画像与追踪

 推动KA业务&管理KA客户
a)实现大客户的销售、增长和利润目标。
b)设计与全国KA连锁的联合业务发展计划。
c)与KA连锁建立长期合作关系，建立高效的客户参与模式。
d)持续跟踪和优化投资，提高投资效率。
e)识别KA连锁的潜在商机。

 跨部门合作及团队管理
a)开展跨部门团队合作，为销售增长获得更多的支持。
b)开展跨部门合作，设计整个大客户团队的培训方案。
c)设计大客户管理工具/工作报告，帮助团队管理客户。
d)指导团队成员，提升他们的能力。

 DTP药房管理
a) 定定点药房产品年度协议，返利政策及相关KPI，起草与发布DTP药房管理标准流程
b) 全国定点药房日常销售运作支持，并开发一系列定点药店线上管理系统提高销售工作效率
c) 与特药事业部各个品牌组紧密合作和沟通，确保各产品市场政策与活动在定点药房的顺利执行；相关产品4+7在定点药店顺利执行与落地
d) 制定肿瘤新产品上市定点药房遴选标准，为新产品上市及入院前搭建完善的准入平台
e) 与专业协会或基金会保持良好合作，为定点药店提供专业的管理及药师培训项目

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