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Job Function:
MedTech SalesJob Sub Function:
Key Account Management – MedTech (No Commission)Job Category:
ProfessionalAll Job Posting Locations:
Karlsruhe, Baden-Wurttemberg, Germany, London, United Kingdom, Madrid, Spain, Zug, SwitzerlandJob Description:
At Johnson & Johnson Surgical Vision, we are committed to transforming eye health through innovation, science, and partnership. The Strategic Accounts Manager (SAM) – Western Europe plays a critical leadership role in accelerating profitable growth by building long‑term, value‑based partnerships with a selected portfolio of strategic accounts across the region.
This role is responsible for shaping and driving differentiated partnership models that position Johnson & Johnson Surgical Vision as the preferred partner for strategic customers, driving sustainable growth, premium portfolio adoption, and market share gains across Western Europe.
Key Responsibilities
1. Strategic Account Partnership & Growth
Build, develop, and lead senior‑level partnerships with a defined group of strategic accounts across Western Europe, including corporate chains and large private providers.
Co‑create and execute long‑term joint business plans that deliver mutual value, profitable growth, and market share gains.
Act as the primary strategic interface between Johnson & Johnson Surgical Vision and key decision‑makers within assigned accounts, navigating complex customer structures.
Drive execution excellence through cross‑functional leadership, influencing without direct authority across sales, marketing, medical affairs, professional education, pricing, and supply chain teams.
2. Value Proposition & Value‑Added Services Development
Develop and continuously evolve a compelling value proposition that goes beyond products, incorporating value‑added services such as:
Patient pathway optimization
Premium procedure demand generation
Patient education and conversion initiatives
Workflow, logistics, and process efficiencies
Lead the customization and deployment of Johnson & Johnson Surgical Vision’s Strategic Capabilities and Solutions to address customer‑specific challenges and growth opportunities.
Position JJSV as a trusted partner contributing to improved clinical outcomes, patient experience, and operational performance.
3. Commercial & Financial Leadership
Lead the commercial performance of assigned strategic accounts, including revenue growth, portfolio mix, and profitability.
Lead sophisticated commercial negotiations in line with regional pricing frameworks and strategic account governance.
Partner with internal stakeholders to ensure principled forecasting, deal governance, and execution of strategic account agreements.
4. Regional Strategy & Capability Building
Actively contribute to Western Europe Surgical Vision strategy by sharing insights from strategic customers and market dynamics.
Serve as a role model for strategic selling, account leadership, and enterprise mindset.
Support the evolution of Strategic Account Management capabilities across the region, embedding best practices and continuous improvement.
Experience & Qualifications
Required Experience
Minimum 8–10 years of progressive commercial experience within medical devices, healthcare solutions.
Proven track record in strategic or key account management, managing complex, multi‑stakeholder customers at regional or national level.
Demonstrated success in driving profitable growth, market share gains, and long‑term partnerships.
Experience working in matrixed, multinational organizations, influencing across functions and geographies.
Strong commercial and financial acumen, including experience with contracts, pricing, and value‑based negotiations.
Key Skills & Competencies
Strategic Thinking & Business Planning: Ability to translate strategy into executable, value‑creating account plans.
Executive Presence & Influence: Confident engaging senior customer leaders and internal executives.
Customer‑Centric Mindset: Deep understanding of customer needs, challenges, and success metrics.
Cross‑Functional Leadership: Strong ability to lead through influence in complex matrix environments.
Commercial Excellence: Strong negotiation, analytical, and decision‑making capabilities.
Change Leadership: Comfortable driving new partnership models, innovation, and ways of working.
Communication: Clear, compelling communicator in English; additional European languages are a strong advantage.
Why Join Johnson & Johnson Surgical Vision
At Johnson & Johnson, we believe health is everything. You will join a purpose‑driven organization where your leadership will directly shape the future of eye health in Western Europe—working with innovative solutions, world‑class teams, and customers who are redefining patient care.
Required Skills:
Preferred Skills:
Account Management, Alliance Formation, Commercial Awareness, Consulting, Customer Centricity, Customer Experience Management, Data Savvy, Goal-Oriented, Interpersonal Influence, Medical Technology, Organizing, Personalized Services, Revenue Management, Sales, Solutions Selling, Standard Operating Procedure (SOP), Sustainable Procurement, Technical Credibility, Vendor Selection
