Strategic Account Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Key Account Management – MedTech (No Commission)

Job Category:

Professional

All Job Posting Locations:

Pomezia, Roma, Italy

Job Description:

Strategic Account Management – DePuy Synthes

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes. 

DePuy Synthes is recruiting for a Strategic Account Manager, located in Pomezia, Roma, Italy.

Responsible for medium to long-term planning and face-to-face selling of a variety of products, services and/or solutions across DePuy Synthes platforms for a defined group of existing clients and strategic accounts. Develops medium to long-range sales plans and prepares strategies to protect, grow, and diversify the relationship with a defined group of existing customers. Identifies and manages interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities and engagement programs with Clinical and non-Clinical Stakeholders. Resolves problems and ensures customers receive high quality customer service. Develops client retention and growth plans and strategies for developing profitable business with assigned accounts.

Leading expert individual contributor who is viewed as a valuable resource by peers, who manages large projects or processes. Has a highly developed set of business acumen skills that enables them to guide the execution of projects, programs, and processes that span multiple related areas in support of the organization's overall Key Account Management strategy. Applies comprehensive knowledge of the Key Account Management field to install best in class policies, procedures, and plans for the area.

Job Description

• Establishes cost-effective, results-based, and professionally managed programs and innovative initiatives for the organization to advance Key Account Management capabilities.
• Strategically design, together with Business Unit partners, engagement programs with both Clinical and Non-clinical customers to maximize the value of DePuy Synthes proposition.  
• Need to have a strong Acumen to identify Customer needs and through an active listening to carve out where our Customers are putting value on.
• Works to achieve operational, functional, and business targets with measurable impact on Key Account Management area results.
• Applies comprehensive working knowledge and skills to perform advanced analyses of trends and the competitive landscape to continually improve the organization's Key Account Management strategy and forecast growth.
• Consults on lead generation activity targeting new and existing populations to advance mutually beneficial opportunities and instructs sales management through the pipeline.
• Formulates client presentations and product demonstrations to promote competitive advantage and qualify, advance, and close sales.
• Guides junior colleagues through consultation and mentoring in techniques and processes, and provides functional (matrix) supervision.

Qualifications 

Education 

• Bachelor’s degree required (Business, Life Sciences, or a related field). 

• Master’s degree or MBA preferred. 

Experience and Skills 

Required: 

• 8-10 years of progressive experience in strategic account management, key account selling, or commercial roles within medical devices, healthcare, or a similarly regulated industry. 

• Proven track record of managing complex accounts and delivering sustained revenue growth. 

• Strong negotiation, influencing, and stakeholder management skills at senior customer levels. 

• Demonstrated ability to develop and execute long‑term account strategies. 

• Excellent analytical, planning, and business acumen skills. 

• Ability to work effectively in cross‑functional, matrixed environments. 

Preferred: 

• Experience within orthopedics or medical technology markets. 

• Familiarity with value‑based selling models and complex tender processes. 

• Strong presentation skills with the ability to communicate at executive level. 

Other: 

• Languages: Fluency in Italian required; professional proficiency in English preferred. 

• Travel: Willingness to travel nationally within Italy; occasional international travel may be required. 

• Valid driver’s license required for customer‑facing travel. 

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.

#LI-Hybrid

#DePuySynthesCareers

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Alliance Formation, Commercial Awareness, Customer Centricity, Customer Experience Management, Execution Focus, Goal-Oriented, Interpersonal Influence, Market Savvy, Medical Technology, Personalized Services, Process Improvements, Retail Promotions, Revenue Management, Sales Projections, Solutions Selling, Sustainable Procurement, Technical Credibility, Vendor Selection