Finance and Economics Management & Business Others Marketing and PR
3 - 5 Years
The Account Manager is responsible for achieving sales quota and developing a strategic plan for 20 to 30 accounts. The Account Manager represents the entire range of MD products and services and will develop promotors for J&J Medical Devices (MD) among non-clinical customers.
Main areas of responsibility / expected results/objectives of the role
Generating business opportunities within a set of accounts and managing the sales process through to closure of the sale and signing of the contract.
Contact person for, and develop promotors among, non-clinical customers
Achievement of agreed sales goals.
Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
Establishes productive, professional relationships with the MD sales and marketing organization.
Coordinates the involvement of all internal stakeholders, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
Meets assigned targets for profitable sales volume and strategic objectives
Proactively leads a MD account planning process to achieve performance objectives
Targets and critical milestones for a one and three-year period.
Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
Manages contracting, pricing and tendering processes in the assigned accounts through the bids and tender excellence team
Main leadership commitments involved in the role
Excellent in understanding customer needs
Develops strong relationships with key customers and internal partners
Reviews externally available information, like annual reports of hospitals, industry analysts' commentary, or product testimonials to understand competitive advantages and opportunities.
Gather feedback & insights from non-clinical customers, internal partners. Identify actionable insights to enhance results.
Translates insights into actions that challenge the status quo and that reinforce our competitive advantage.
Determines alternative strategic options
Dares to take risks aligned with Credo-based decision-making
Identifies & develops the skills necessary for future success.
Mentors peers or other employees
Builds an environment supportive of diverse and inclusive thinking and perspectives.
Develops communication and influence skills to become a high-impact presenter; seeks feedback on skills in this area.
Promotes a culture of accountability by improving on current performance and taking responsibility.
Tries new operational practices that have been successful elsewhere in the company.
Builds & reinforce a sense of urgency on key projects; helps others understand the criticality of these efforts.
Analyzes the outcome of recent projects; comes up with lessons learned reviews to improve future efforts and outcome
Being able to think strategically and show strong operational capabilities at the same time.
Experience with value selling
A self-motivated, independent thinker that can move deals through the selling cycle
Strong Negotiation skills
Strong in data analyses and deriving actionable conclusions
Experience in project management and process oriented work
Strong customer and external environment orientation
Strong passion and track record for innovation & will to make things happen & deliver
Ability to connect and lead without formal authority a diverse group of business stakeholders
Good written and spoken English (for EMEA collaboration)
Good working knowledge of Microsoft Office
Proven ability to manage complexity with the entrepreneurial spirit that thrives in ambiguous circumstances
Driven by results, performance & operational excellence in the job
Demonstrated enterprise mindset, with ability to influence and collaborate in a global, matrixed environment to achieve business objectives
Integrity and Credo-based personal leadership
Self- awareness and adaptability
Master degree or equivalent in business experience (economics, statistics or life sciences),
Experience working for a large multi-national company
Knowledge of the current market healthcare landscape or environment where solution selling is the key driver
Experience working for a mid-size or multinational company
Johnson & Johnson Medical BV (7260) Job Function
Sales Requisition ID
Open Positions from Johnson & Johnson Family of Companies