[MP85] | Key Account Manager

[MP85] | Key Account Manager

29 set
Johnson & Johnson Family of Companies
Pratica di Mare

29 set

Johnson & Johnson Family of Companies

Pratica di Mare

Johnson & Johnson is an American multinational company founded in 1886 a world leader in the development of products and devices for surgical therapies and pharmaceutical companies, as well as in the marketing of consumer products for personal hygiene, and is organized into three business segments: Pharmaceutical, Medical, Consumer.

Johnson & Johnson Medical Companies produce a broad range of innovative products and solutions used primarily by health care professionals in the fields of surgical, orthopedics oncology, general surgery, neurovascular disease, infection prevention, cardiovascular disease and aesthetics. As the most comprehensive devices business in the world,

Johnson & Johnson Medical Devices is best suited to serve evolving customer needs, train more surgeons to improve standards of care and treat more patients globally as access expands.

Role Purpose:

The hospital sector is a series of complex & multilayered accounts with an increasing number of stakeholders & influencers, who are looking increasingly for companies to offer true value added solutions rather than just products for both Private and NHS patients. The Key Account Manager will develop mutually beneficial relationships with both Key Private hospital groups and explore collaboration opportunity with key non clinical stakeholders in public hospitals in order for Johnson & Johnson Surgical Vision to become the preferred long-term strategic partner and drive profitable sales and market share growth. In addition she/he will manage the commercial relationship with the exclusive distributors in center/south Italy.

The role scope requires the management and coordination of maintaining business in excess of $ 10 MM and growing new business by leading and implementing the Johnson & Johnson Surgical Vision commercial Strategy.

Key areas of responsibility:

- Drive growth across the J&J; Surgical Vision portfolio with sustainable profitability;

- Lead and manage multi-stakeholder (external and internal) complex negotiation with big private hospital groups and distributors;

- Prepare and conduct preplanned presentations to customer executives and decision-makers. And develop accurate sales forecasts and reports;

- Make regular visits to customer HQ and distributors to gather information and track progress on agreed plans;

- Lead on regular basis reviews with key customers and distributors to track progressions for timely adjustments &/or updates;

- Build in-depth understanding of the customer in order to match appropriate J&J; Surgical Vision offering and develop mutually beneficial solutions;

- Build strong relationships with a broad range of key stakeholders within and outside of the theatre environment in order to secure long-term sales growth for J&J; Surgical Vision;

- Drive J&J; customer interaction to maximize our potential in a changing market environment;

- Sell the J&J; Surgical Vision value proposition tailored to the individual private group and in collaboration with the Strategic Tendering department to the regional health care systems in order to develop long term partnership agreements;

- Work closely with the sales organizations and lead commercial offers ensuring their successful acceptance;

- Manage price, volume and mix and other commercial terms for the Private Strategic Groups and Distributors in line with the national strategy in order to secure market value, minimizing price erosion, maximizing NPL and ensure the best overall marginality;

- Co-ordinate internal resources to deliver appropriate value-added solutions for key private and public accounts;

- Collaborate with internal stakeholders to deliver solutions to customers including Equipment, Marketing, Strategic Tendering, Market Access, HCC, Legal.

- Keep up to date with market trends and in particular focus on changes in funding and service delivery, which may affect the implementation of the J&J; Surgical Vision Commercial Strategy;

- Undertake specific projects as agreed with the Country Manager and Leadership Team;

- Ensure all sales personnel and programs are healthcare compliant and Credo based.


Education, experience and competencies required:

- Master’s Degree in Economics or equivalent;

- Minimum 5 years of experience in Medical Devices companies, covering a similar role, developing business to business relationships at a senior level;

- At least 3 years of experience leading and managing multi-stakeholder (external and internal) complex negotiation with hospital groups (private and public), and distributors;

- Evidence of navigate and network to a high degree in a matrix organization;

- Successful track record in successfully managing and negotiating contracts;

- Knowledge of the Italian Healthcare System;

- Experience of public procurement and tendering;

- Understanding of health economic principles will be considered as plus;

- Excellent interpersonal (handle all levels), leadership, written & oral communication skills;

- Strong analytical skills with ability to be detailed yet strategic;

- Problem solving attitude and innovation drive;

- Fluent in English: minimum B2/Upper Intermediate level;

- Italian native speaker.

The person will need to be based in Milan or Rome. Other main cities in Italy might be considered.

For this role it will be offered a Permanent Contract.

Primary Location

Italy-Lazio-Pratica Di Mare-


AMO Italy s.r.l. (7179)

Job Function


Requisition ID


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