Key Account Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Manage the ongoing strategic relationship with non-clinical customers within key NHS and Private Groups.

• Take ownership of specific key account plans, market entry strategies, and deal creation processes aimed at increasing market share and accelerating revenue.

• Lead actions and activities of the Integrated Account Team.

• Identify partnership opportunities that add value, assist in deal structure, spearhead deal contracting, and ensure the Integrated Account Team is informed throughout the deal process.

• Cultivate a comprehensive understanding of customer environments, their priorities, and J&J's capabilities across products, S&S, digital, and capital.

• Develop FPC proposals and ensure compliance with associated requirements.

• Present to both non-clinical and clinical stakeholders in field settings.

• Negotiate and implement Challenger principles effectively.

• Conduct quarterly reviews focusing on account and contract management, price/volume variances, and framework banding sign-ups.

• Direct the strategic account planning cycle and execution of growth strategies.

• Guide account teams utilizing account planning tools and governance frameworks.

• Oversee assigned actions during deal-making processes and foster accountability.

• Utilize Category Tower frameworks and manage private-sector tenders and bids.

• Influence value selling and key account management strategies within account teams.

• Drive data-driven analysis of market and customer KPIs.

• Collaborate cross-functionally to align capabilities with customer needs.

• Evaluate and confirm customer needs while gathering insights from both customers and internal sources.

• Establish relationships with non-clinical purchasing stakeholders to ensure long-term sales growth for J&J Medical Devices.

• Achieve sustainable, capital-efficient, and profitable growth through customized, value-based proposals.

• Oversee commercial, outcome-focused deal building, contracting, and tender processes.

• Keep abreast of market trends and shifts in funding and service delivery that impact J&J's value-based strategy.

• Ensure compliance with J&J Credo, Health & Safety regulations, UK Safe Fleet policies, healthcare compliance, company policies, training, and product complaint processes.

• Travel and participate in meetings as necessary.

⛳️ Requirements

• A university degree in business administration, marketing and communications, hospital management, life sciences, public administration, or related fields is preferred but not mandatory.

• A degree from a reputable institution is required.

• A minimum of 10 years of experience in the healthcare sector.

• Proven track record of successful sales at key or strategic accounts, or experience leading integrated multi-level teams across various business stakeholders in a complex matrixed environment.

• Extensive experience in sales management, project management, or consulting within life sciences/healthcare, medical devices, NHS, or private healthcare.

• Experience in executing multi-layer deal-making in healthcare.

• Strong commercial insight and customer-facing abilities.

• Familiarity with account planning, value selling, commercial deal-making, contracting, and tender processes.

• Excellent project management skills with a capability to navigate complex projects to completion.

• Experience in engaging with clinical and non-clinical stakeholders.

• Ability to operate effectively in a cross-functional matrix environment without formal authority.

• A working knowledge of operative pathways within a hospital surgical setting.

• An entrepreneurial, customer-centric, and value-driven mindset.

• Capability to understand business strategy and translate it into actionable account plans.

• Strong skills in planning, innovation, problem-solving, data analysis, and decision-making.

• Exceptional written and verbal communication skills in local languages and English.

• High proficiency in English.

• Ability to manage complexity, influence others, and collaborate in a global, matrixed environment.

• Willingness to travel and attend meetings as required.

• Commitment to adhering to UK Safe Fleet Policy, healthcare compliance policies, company policies, required training, and product complaint processes.

🏝️ Benefits

• Competitive salary and benefits package.

• Benefits tailored to meet the diverse needs across different life stages.

• Access to an Online Digital GP service.

• Private healthcare coverage.

• Retail vouchers.

• Discounted and subsidized gym memberships.

• Opportunities to support community projects as part of the global Corporate Social Responsibility program.

• A welcoming and inclusive work environment.

• Opportunities for career development.

• Support for physical and mental well-being.