Job Description
Asso. Director, National Key Account
Role summary
The Asso. Director, National Key Account is responsible for leading the strategic development and commercial management of top-tier strategic customers, driving sustainable growth across the retail channel. This role shapes SKA customer strategy leads high-impact negotiation and joint business planning and ensures strong sell-in and sell-out performance while safeguarding margin health and channel discipline. As a key leader within the retail organization, the Asso. Director, National Key Account also pioneers innovative collaboration models, supports new product launches, and works cross-functionally to build long-term customer partnerships and unlock growth opportunities.
Core responsibilities
1. SKA Strategy Development
Develop annual strategic plans for SKA in alignment with the company’s retail strategy and growth priorities.
Define and continuously refine customer segmentation and prioritization frameworks to optimize resource allocation and account focus.
Lead competitive intelligence gathering and external benchmarking to inform differentiated account strategies and strengthen market competitiveness.
Formulate long-term growth roadmaps for strategic accounts by integrating NKA and IDP and emerging retail ecosystem trends.
2. Customer Management & Negotiation
Own joint business planning and annual contract negotiations and trade terms with SKA customers to secure competitive and sustainable partnerships.
Build and maintain strong C-level and senior customer relationships with strategic accounts to support long-term collaboration and business expansion.
Manage rebate structures and competitive discount frameworks to balance growth ambition with margin optimization and financial discipline.
3. Business Achievement & Channel Management
Drive sell-in and sell-out target achievement across SKA through disciplined business planning and execution.
Monitor channel inventory health and DDI to ensure transparent, compliant, and sustainable business operations across strategic accounts.
Maximize pharmacy listing coverage and shelf presence across the key product portfolio to strengthen visibility, availability, and retail performance.
4. Innovation Projects & Compliance
Pioneer innovative programs and explore new models with strategic accounts to enhance customer value and unlock new growth opportunities.
Lead the SKA business with strong ownership, team leadership, and execution discipline, while ensuring all commercial activities, customer engagement, and channel operations comply with company policies and pharmaceutical industry regulations.
Required skills & experience
Education & Certifications
Bachelor’s degree or above; major in Business, Marketing, Pharmacy, Management, or other relevant disciplines is preferred.
Working Experience
At least 8 years’ experience in retail, national key account management, or other related commercial functions, preferably within the pharmaceutical, healthcare, or FMCG industries.
Proven track record in strategic customer management, annual negotiation, joint business planning, channel management, and delivery of commercial targets.
Strong experience in managing complex stakeholder environments and leading cross-functional collaboration to drive strategic retail initiatives and business growth.
Professional Skills
Strong strategic thinking and business acumen, with the ability to translate market trends and customer insights into actionable account strategies.
Excellent negotiation, influencing, and stakeholder management skills, with confidence in engaging senior internal and external leaders.
Solid financial acumen, including experience in Gross-to-Net management, trade investment governance, and P&L ownership.
Strong understanding of retail channels, NKA, and IDP, with the ability to identify and pilot innovative partnership opportunities.
Demonstrated leadership capability with strong ownership, execution discipline, and the ability to lead teams or complex projects in a dynamic business environment.
High integrity and compliance mindset, with strong judgment and commitment to sustainable, transparent, and policy-aligned business practices.
Required Skills:
Business Acumen, Business Growth, Data Analysis, Key Account Management, Negotiation, Retail Sales, Strategic Planning, Team Leadership
Preferred Skills:
Cross-Functional Teamwork, Process Design
Current Employees apply HERE
Current Contingent Workers apply HERE
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Not Applicable
Shift:
Valid Driving License:
Hazardous Material(s):
Job Posting End Date:
06/30/2026
- A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Requisition ID:R402371
