Key Account Specialist

Merck; Philippines; On-site; PHP 600,000 - 1,000,000; Full time

Job summary

Merck Philippines is seeking a Key Account Specialist for Oncology Sub-D to serve as the primary contact for sub-distributor management. You will coordinate with the Business Unit and Key Account Manager to support sales, rebates, inventory, and process improvements across internal departments and external partners.

The role emphasizes account management, contract oversight, and data-driven performance tracking to ensure timely processing and achievement of sales objectives.

Qualifications

• Proven ability to manage key accounts and coordinate cross-functional teams.
• Strong understanding of order receipt, fulfillment processes, and distributor dynamics.
• Ability to monitor sales performance and optimize inventory and rebates.

Responsibilities

• Build and maintain relationships with key account executives to align with business objectives.
• Understand order receipt and fulfillment to meet transaction requirements across sales channels.
• Lead monthly sales performance reviews and manage inventory levels.
• Monitor rebates, accruals, and quarterly business reviews with accounts.
• Coordinate delivery, invoicing, and compliance across distributors and internal stakeholders.

Skills

Account Management

Relationship Building

Cross-functional Coordination

Tools

Veeva Engage

CRM / ERP systems

Job description

Job Description

This role is based in the Philippines.

Role Purpose:

The Key Account Specialist serves as the primary point of contact (POC) for Oncology Sub-D management, taking ownership of the scope, working in close collaboration with the Business Unit, and reporting to the Key Account Manager. The role provides administrative, coordination, and execution support to the Key Account Manager and Business Unit in managing contracted sub-distributors. The role ensures effective coordination between the organization’s internal departments and sub-distributor partners to support timely processing, sales and distribution monitoring, account management activities, and the achievement of the organization’s sales and operational objectives.

Primary Activities and Responsibilities include but are not limited to:

Account Management

• Build and maintain business relationships with relevant key account executives, ensuring alignment with the organization’s business objectives and position.
• Develop a strong understanding of the account’s order receipt and fulfillment process to ensure alignment with the organization’s transaction-specific requirements (for example, regular commercial sales, Financial Patient Program sales, and government grant sales).
• Lead sell-in and sell-out monitoring and analysis to manage monthly sales performance and maintain appropriate inventory levels.
• Monitor product movement and stock utilization by inventory type to ensure timely and appropriate replenishment.
• Ensure the timely preparation, validation, and submission of monthly rebates and accruals.
• Conduct quarterly business reviews with assigned accounts.

ZPC Distribution & Supply Chain Management

• Develop a strong understanding of distributor’s order processing and delivery systems, including delivery requests, fixed delivery schedules, wall-to-wall counts, etc.
• Ensure that orders and deliveries are properly coordinated at all times, taking into account ZPC fixed delivery schedules and required internal approvals (e.g. Discount Authorization Form or DAF Approval).
• Help minimize the risk of potential RUDs by facilitating requests for necessary DAF amendments, such as those related to short-dated stocks or batch nominations, to reduce returns.
• Ensure delivery issues and other operational concerns are identified promptly and addressed appropriately.
• Track and monitor inventory levels across each sub-distributor depot, as applicable, to ensure product availability at all times.
• Coordinate with the organization’s Finance and Zuellig Treasury and Cash departments to monitor rebate check release, issuance, and routing.
• Conduct CRM and events-related training for new hires and provide refresher sessions for all Business Units (BUs), including Veeva Engage usage.

Manage Internal & Key Account Relations

• Liaise and collaborate with the Business Unit Director and relevant sales and marketing leads to understand the organization’s brand strategy and priorities and ensure alignment with sub-distributors and key accounts.
• Liaise and collaborate with the Commercial Operations Director and Affordability Solutions Manager to understand the organization’s Financial Patient Program design, mechanics, and processes, including their implications for sub-distributor order management, inventory monitoring, stock replenishment, rebate processing, and related financial obligations.
• Coordinate, facilitate and/or provide appropriate engagements such as Top-to-Top meetings, and business reviews
• Lead cross-functional coordination to resolve key account issues and concerns
• Lead the identification and resolution of process effectiveness and/or efficiency opportunities

Contract Management & Compliance

• Draft contracts and amendments for sub-distributors and coordinate legal approval and implementation.
• Ensure all required certificates and forms are provided to stakeholders, including certificates of sub-distributorship, NDAs, and other business documents.
• Ensure completion of required refresh or re-certification activities for third-party due diligence (for example, Aravo), supplier privacy assessments for third parties, and other relevant compliance requirements such as annual FCPA training, as applicable.
• Support compliance with company policies, pharmacovigilance reporting, and regulatory requirements.
• Ensure contract management sharepoint (e.g. Contract Vault) are updated and all required documentation is properly filed.

Data Management, Tracking & Reporting

• Maintain relevant key account data.
• Monitor and ensure timely submission of distributor reports and other required data and documentation
• Ensure accurate inventory monitoring, reconciliation, and replenishment.
• Monitor and ensure the timely processing of payments and rebates.
• Develop and maintain dashboards to manage key account data, track performance, generate insights, and support decision-making.

Key Relationships

• Internal: Country Leadership Team, Marketing, RA, EA, Supply Chain, Finance
• External: Sub-Distrib