Johnson & Johnson Karrieren

Senior Commercial Account Manager (m/f/d)

Norderstedt, Deutschland
National Accounts


Requisition ID: 1905723592W

This role reports to the Commercial Account Director, J&J Medical, Germany. The Senior Commercial Manager is the central point of contact and accountable for assigned Group Purchasing Organisations (GPOs) and Strategic Accounts associated with GPO. The role closely collaborates with Franchise Sales & Marketing Leadership as well as CommEx / Pricing and EMEA CoE.

Essential functions
  • Develop a comprehensive Key Account Plan for the assigned Purchasing Group(s) / Value Account
    • Gather key facts on corporate strategy and objectives, market position, ownership structure, financial performance and strategic KPIs as well as organizational structure
    • Establish a stakeholder map including key clinical and non-clinical stakeholders, their role, level of impact, perception of and engagement with J&J MD
    • Develop a market analysis for the Group / Account including market environment, customers, regulatory requirements, technology trends, competition etc.
    • Identify open and realizable business potentials and contractual opportunities
    • Build a roadmap with defined objectives, strategies, activities and timeline / milestones for the Group / Account
  •  Build and expand relationships with key decision-makers
    • Identify the Group’s / Account’s purchasing strategy (centralized vs decentralized, single vs multiple suppliers etc.) and requirements (technical, commercial, service & solutions etc.)
    • Map out buying process including all relevant decision-makers and decision-making bodies, e.g. expert groups
    • Identify, leverage and co-ordinate Commercial and Franchise colleagues having insight into and communication with key stakeholders
    • Define needs, priorities and objectives of relevant decision-makers and establish a regular and constructive dialogue
    • Assess the Group’s / Account’s perspective on J&J’s vs. competitive performance on key needs and requirements
  • Lead successful contract negotiations across the J&J MD business
    • Track J&J MD top- and bottom-line performance in the Group / Account
    • Analyze customer profitability and drive SGP improvements (e.g. product mix)
    • Prepare, hold and debrief annual strategic meetings with Purchasing and other relevant stakeholders including performance analysis, key objectives, defined participants and agenda
    • Collaborate with Franchise Teams to establish customer perception of J&J as a leading innovative partner in the market place
    • Identify open and realizable business potentials and contractual opportunities
    • Prepare negotiation strategy together with Franchise teams (Marketing, Sales) and CommEx including approach and influencing of key decision-makers, J&J MD value proposition, defined commercial objectives and walk-away’s, possible alternatives and expected objections
    • Prepare offers together with Franchise (Sales, RCM) and CommEx Teams
    • Conduct Win/Loss-Bid analyses
    • Innovate current contracting models (e.g. loss leaders, risk sharing, charge for services)
    • Drive awareness within J&J MD of the Group / Account and its relevance, needs and requirements
  • Develop strategic partnerships with Value Accounts
    • Learn from and adapt benchmark projects in other EMEA countries (e.g. UK)
    • Establish an integrated account team (core/extended) across franchises and functions involving senior leadership where needed
    • Through team insights and customer meetings, identify and validate customer ‘care-abouts’ (values, business issues, priorities) and match them with J&J competences and portfolio
    • Define mutual objectives together with key stakeholders and develop a mid to long-term strategic roadmap
    • Leverage and extend existing Care Advantage portfolio (e.g. eSims, 4S)
    • Establish pilot projects for new (digital) service offers, e.g. SPI, Care-4-Today, Verb Surgical
    • Co-develop new customized solutions and associated contractual agreements (e.g. procedure pricing, outcome-based agreements, etc.)
    • Build comprehensive value portfolio and pipeline
    • Define metrics based on aligned objectives and monitor progress, course-correct where needed
  • Contribute to building a high-performing Commercial team
    • Jointly forecast and review J&J MD performance across Purchasing Groups / Accounts
    • Share best-practices in negotiations and contracting
    • Identify trends in the market place with a focus on Hospital Administration and Purchasing and align J&J MD approach accordingly
    • Adopt Value Selling methodology 

  • Academic degree (Business Administration)
  • 5-10 years of work experience in Sales, Commercial and Marketing, preferably in the medical devices industry
  • Strong business acumen and analytics
  • Experience in developing successful negotiation strategies and leading account teams accordingly
  • Relevant functional experience in contracting and tendering
  • Good understanding of product & service portfolio across franchises, including competitive differentiation
  • Track record in building strong relationships with external decision makers, particularly purchasers / hospital administrators
  • Ability to build a comprehensive network of internal stakeholders across franchises and functions
  • Strong project management skills
  • Strong influencing skills and the ability to motivate others
  • High level of self-awareness
  • Courage to challenge the status quo
  • “Infectious” energy and passion for the J&J MD business
  • Fluent in English

Primärer Standort
Deutschland-Schleswig Holstein-Norderstedt-
Johnson&Johnson Med GmbH (7930)
National Accounts
Requisition ID