Key Account Manager
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Job Description
Key Account Manager driving strategic NHS and private healthcare growth for Johnson & Johnson MedTech. Leading account planning, value-based deals, tenders, and stakeholder relationships across England.
Responsibilities:
- Own the ongoing strategic relationship with non-clinical customers in key NHS and Private Groups
- Own specific key account plans, routes to market, and deal creation processes focused on market share gain and income acceleration
- Lead Integrated Account Team actions and activity
- Identify value partnership opportunities, support deal architecture, lead deal contracting, and ensure IAT awareness throughout the deal process
- Develop deep understanding of customer environments, careabouts, and J&J capabilities across product, S&S, digital, and capital
- Construct FPC proposals and own associated compliance
- Pitch to non-clinical and clinical stakeholders in the field
- Negotiate and apply Challenger principles
- Deliver quarterly reviews covering account and contract management, price/volume variance, and framework banding sign-ups
- Lead the strategic account planning cycle and growth strategy execution
- Lead account teams using account planning tools and governance
- Manage assigned actions during deal-making processes and promote accountability
- Apply Category Tower frameworks and manage private-sector tenders and bids
- Shape value selling and key account management approaches within account teams
- Drive data-based analysis of market and customer KPIs
- Work cross-functionally to position capabilities for customer needs
- Assess and validate customer needs and gather customer and internal insights
- Build relationships with non-clinical purchasing stakeholders to secure long-term sales growth for J&J Medical Devices
- Deliver sustainable, capital-efficient, profitable growth through tailored value-based proposals
- Manage commercial, outcome-based deal building, contracting, and tender processes
- Monitor market trends and changes in funding and service delivery affecting J&J’s value-based strategy
- Maintain compliance with J&J Credo, Health & Safety, UK Safe Fleet, healthcare compliance, company policies, training, and product complaint processes
- Travel and attend meetings as required
Requirements:
- University degree in business administration, marketing and communications, hospital management, life science, public administration, or related fields is preferable but not essential
- University degree from a reputable institution
- At least 10 years of work experience in healthcare
- Successful sales track record at key or strategic accounts, or experience leading integrated multi-level teams across diverse business stakeholders in a highly matrixed environment
- Extensive experience in sales management, project management, or consulting to life sciences/healthcare, medical devices, NHS, or private healthcare
- Experience delivering multi-layer deal-making in healthcare
- Strong commercial acumen and customer-facing skills
- Experience with account planning, value selling, commercial deal-making, contracting, and tender processes
- Strong project management skills and ability to manage complex projects to completion
- Experience engaging clinical and non-clinical stakeholders
- Ability to work effectively in a cross-functional matrix without formal authority
- Working understanding of operative pathways in a hospital surgical environment
- Entrepreneurial, customer-centric, value-driven approach
- Ability to understand business strategy and translate it into account plans
- Strong planning, innovation, problem-solving, data analysis, and decision-making skills
- Excellent written and verbal communication skills in local language(s) and English
- High-level English fluency
- Ability to manage complexity, influence and collaborate in a global, matrixed environment
- Willingness to travel and attend meetings as required
- Adherence to UK Safe Fleet Policy, healthcare compliance policies, company policies, required training, and product complaint processes
Benefits:
- Competitive compensation and benefits package
- Benefits that can be tailored to what is valuable throughout different stages of life
- Online Digital GP
- Private healthcare
- Retail Vouchers
- Discounted & Subsidised Gym memberships
- Support community projects as part of the global Corporate Social Responsibility programme
- Inclusive work environment
- Career development opportunities
- Physical and mental wellbeing support
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