Key Account Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

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Johnson & Johnson MedTech

At Johnson & Johnson MedTech, we are using our breadth, scale and experience to re-imagine the way healthcare is delivered and to help people live longer, healthier lives. In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, orthopaedics and interventional solutions with the big ideas of others to design and deliver doctor and patient-centric products and solutions. As pioneers in medical devices, we continually focus on elevating the standard of care – working to expand patient access, improve outcomes, reduce health system costs and drive value. We create smart, people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly.

In our complex and changing healthcare environment, our company must anticipate the evolution of our customer’s ecosystem. In doing so we need to develop a deep understanding of the dynamics of their organization and of the needs of our Customer’s in order to be able to translate these insights into deployable long-term strategies and tailored value-based propositions. Using Challenger as a guiding principle the KAM will create compelling offers which will be the cornerstone of market share and margin expansion. Each KAM is likely to be responsible for the management and growth of a portfolio of customers with the value of c>$50M this is therefore a senior role within the context of the UKI business.

Key Responsibilities

The KAM will be responsible for:

• Owning the ongoing strategic relationship with non-clinical customers in key NHS and Private Groups

• Owns specific Key account plans & routes to market and deal creation process with a specific focus pon market share gain and income acceleration

• Leading the Integrated Account Team actions and activity

• Identifying the opportunity for Value partnerships, supporting the deal architecture, leading the deal contracting process and ensure IAT awareness at all stages of the deal process

• Understanding the customer environment – has a deep understanding of key careabouts and all JNJ capabilities which could unlock growth. Including product, S&S, digital and capital.

• Construct the FPC proposals and own associated compliance

• Field based pitching to non-clinical & clinical stakeholders. Negotiation expertise and challenger mastery

• Delivering quarterly reviews with account and contract management to include price / volume variance and framework banding sign up’s

In this role the KAM leads strategic account planning cycle ensuring growth strategy development and execution by:

• Leading account teams with operational excellence by using account planning tools and governance. Managing the assigned actions during the deal making processes in strategic accounts and promoting a culture of accountability by improving on current performance and taking responsibility. Having an in-depth understanding of the Category Tower frameworks and private sector tenders and bids

• Shaping understanding of value selling and key account management within the account teams. Translating insights into actions that challenge status quo and reinforce our competitive advantage. Driving data driven analysis of market and customer KPI’s.

• Connecting, understanding and working within the matrix to position the right capability for specific customer needs. Proactively assessing, clarifying, and validating customer needs on ongoing basis. Gathering feedback & insights from key clinical and non-clinical customers, internal partners. Identify actionable insights to enhance results. Building strong relationships with non clinical purchasing stakeholders to secure long-term sales growth for J&J Medical devices.

• Delivering on sustainable, capital efficient and profitable growth through tailored value-based proposals including digital assets.s. Using commercial, outcome-based deal building, strong business acumen and negotiation skills, to manage contracting and tender processes. Keeping up to date with market trends and focus on changes in funding and service delivery, which may affect the implementation of the J&J value based strategy.

Skills and competencies required

• Notable presence coupled with the ability to design solutions at all levels from board to board and beyond in the GB/Ire healthcare markets.

• Strong commercial acumen evidenced by experience of working with or for the NHS.

• Extensive experience (10+ years) and background in sales management, project management or consulting to Life Sciences / healthcare, within the medical device industry or NHS / private healthcare sector

• Evidenced ability to deliver multi-layer “deal making” in healthcare.

• Strong customer facing skillset.

• Incisive thinker, confident with concepts, analysis and frameworks.

• Ability to structure, manage and deliver change.

• Team player with an enthusiastic, positive mindset, strong communication and interpersonal skills • Strong Project management orientation with the ability to priorities and manage complex list of projects to completion

• Strong track record of successful engagement with clinical & non-clinical stakeholders on operational matters

• Ability to work effectively in cross-functional matrix to successfully deliver objectives to time and budget

• A working understanding of the operative pathways in a hospital (surgical environment)

• Passionate about doing an outstanding job for our customers

Requirements

• University degree in business administration, marketing & communications, hospital management, life science, public administration or related fields or studies would be preferable but not essential.

• At least 10 years of work experience in healthcare including:

• Successful sales track record at key/strategic accounts or

• Experience in leading integrated multi-level teams, to connect and effectively collaborate across a diverse group of business stakeholders in a highly matrixed environment without formal authority.

• Driven by results performance & delivering excellence in the job through strong project management skills and process-oriented work.

• Entrepreneurial mindset with ability to drive customer-centric value-driven approach managing complexity, influencing and collaborating in a global, matrixed environment to achieve business objectives.

• Ability to understand business strategy and translate it into account plan, superior planning skills.

• Strong passion and track record for innovation & will to make things happen & deliver.

• Excellent written and verbal communication skills in local language(s) and English; effective interpersonal and teamwork skills.

• Data analysis skills and ability to draw actionable conclusions.

• Mental toughness, self-awareness, adoptability and resistance to stress.

• Creative divergent thinking, problem solving skills, inclusive thinking.

Education & Experience

• University degree from a reputable institution;

• Experienced and successful sales background and/or

• Experienced in Commercial management and/or

• Experience in Process Excellence, and/or

• Experience in commercial deal making

• Experience in managing complex revenue generating projects

• Essential Languages: High level English fluency

Key Compliance Requirements

• Act as a role model for J&J Credo values at all times. Demonstrate honesty and ethical behavior in all areas of responsibility.

• Maintain thorough familiarity with your detailed personal Health & Safety responsibilities as described in the Company’s Health & Safety policy.

• Adherence to UK Safe Fleet Policy.

• Adherence to Healthcare Compliance Policies.

• Adherence to all Company policies and necessary training and development requirements within required time frames.

• Ensure compliance to the Company’s product complaint process.

• Willingness to travel, and attend meetings as required.

This role is open to candidates based anywhere within the UK.

What type of mark will YOU make? 

By joining Johnson & Johnson you will find boundless opportunities to craft your path & amplify your impact inside & outside our walls. And with our commitment to be the world’s healthiest workforce you can strengthen your body as well and your mind.  When you work at Johnson & Johnson you can touch over a Billion lives worldwide every day.  And when you apply your talent to our collective purpose there’s no end to the lasting impact we can make together. And that changes everything.

What’s in it for YOU?  

It’s important to us that you feel you can bring your whole self to work; at Johnson & Johnson we provide an environment for you to fulfil your career aspirations as well as promoting your physical and mental wellbeing. As part of our offering, you will receive a competitive compensation and benefits package as well as benefits that can be tailored to what is valuable to you throughout different stages of your life. Examples of this include; online Digital GP, private healthcare, Retail Vouchers, Discounted & Subsidised Gym memberships and you can get to support community projects as part of our global Corporate Social Responsibility programme.

Johnson & Johnson is a supporter of equal opportunities and is a proud member of Disability Confident.

We respectively request Government Officials to identify themselves as such on application; for the Foreign Corrupt Practices Act. If you decide to apply for the position, any personal data which you provide shall be processed by Johnson & Johnson. Your personal data shall be processed for the purposes of recruitment, recruitment policy and select.

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