Finance and Economics Management & Business Others Marketing and PR
3 - 5 Years
Strategic Account Manager
J&J Medical Netherlands is looking for a Strategic Account Manager. The Strategic Account Manager (SAM) is responsible for achieving sales quota and developing a strategic plan for strategic accounts (7-12 accounts).
The Strategic Account Manager represents the entire range of MD products and services. The SAM will be leading the customer account planning cycle ensuring that customer’s needs and expectations. The SAM is also responsible to build up relationships with the non-clinical stakeholders in the strategic accounts that will lead to value creation partnerships.
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
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, financial
Targets and critical milestones for a one and three-year period.
Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
Manages contracting, pricing and tendering processes in the assigned accounts
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 key clinical and non-clinical customers, internal partners. Identify actionable insights to enhance results.
Be the ‘bridge’ with all internal departments
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
Business Environment and Context
Create value for clinical and non-clinical stakeholders.
Price pressure and tender environment demand a value driven approach.
New and different decision makers and influencers.
Added value drives the decision-making process of a multiple stakeholder team in our accounts.
Master’s degree or equivalent in business experience (economics, statistics or life sciences),
Being able to think strategically and show strong operational capabilities at the same time.
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 the Microsoft office
Microsoft PowerPoint - – Advanced knowledge
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
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