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Job Function:

Pharmaceutical Sales

Job Sub Function:

Sales – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

Zagreb, Grad Zagreb, Croatia

Job Description:

Senior Key Account Specialist - hematology

Preferred location to be based: Zagreb, Croatia

Location to cover:Central , Eastern and Western part of Croatia

Full time job

The Senior Key Account Specialist is responsible for driving commercial success within the assigned territory through ethical, compliant and scientifically balanced engagement. This role builds trusted partnerships with healthcare professionals and institutional stakeholders while contributing to sustainable business growth and reinforcing Johnson & Johnson’s reputation for integrity, credibility and excellence.

The position requires strong therapeutic area expertise, strategic account management capabilities and close collaboration with cross‑functional partners.

Key Responsibilities

Commercial Excellence

• Achieve sales targets within the assigned territory through a highly ethical, compliant and customer-centric approach

• Demonstrate deep expertise in Johnson & Johnson products, the therapeutic area and competitive landscape

• Plan, execute and follow up on customer visits in line with cycle strategy and the Plan of Action

• Organize and manage daily customer interactions, visit frequency and territory coverage

• Assess and address the needs of physicians and other HCPs using appropriate resources and solutions

• Analyze customer interaction data and reports to optimize engagement strategies

• Co-develop and execute territory business plans

• Ensure accurate and timely daily reporting in iCONNECT

• Execute market-specific and strategic marketing activities in the field

• Identify new customers and business opportunities

• Deliver scientific presentations, hospital meetings and educational talks

• Prepare, organize and lead events with full ownership

• Represent the company at congresses and scientific meetings

• Maintain accurate customer targeting, segmentation and database management

• Ensure financial discipline and accurate expense settlement

• Safeguard and maintain company assets

• Actively participate in cycle meetings, sales meetings and trainings

• Ensure compliance with SOPs, internal policies and deadlines

Business Relationships

• Build and maintain strong, long-term relationships with HCPs and KOLs

• Manage key accounts, understanding institutional dynamics and stakeholder roles

• Maintain up-to-date market segmentation and account information in iCONNECT

• Drive account-level strategies aligned with promotional objectives

Cross-Functional Collaboration

• Work closely with cross-functional partners to deliver integrated account solutions

• Collaborate regularly with Medical Manager to address customer needs in medical education and scientific exchange

• Foster a transparent, collaborative and trustworthy working environment internally and externally

Access & Growth

• Use compliant and effective relationship skills to gain access to physicians and institutions

• Identify the needs and bring appropriate cross-functional expertise to support business growth

• Perform additional duties as assigned by the direct manager

Qualifications

• University degree in Medicine, Pharmacy, or Biomedical Science

• Minimum 5 years of experience in the ethical promotion of innovative medicines or relevant clinical experience

• Experience in the Hematology/Oncology therapeutic area is a strong advantage

• Demonstrated commitment to compliance, scientific excellence and ethical standards

• Willingness and ability to travel extensively within the assigned territory

• Excellent communication and presentation skills, both written and verbal

• Strong planning and organizational skills with the ability to execute effectively in a dynamic environment

• Proven ability to work collaboratively in cross‑functional teams

• High level of personal accountability, ownership and a positive, resilient mindset

• Courage to take initiative, responsibility for outcomes and openness to challenge and feedback

• Strong business acumen, with proficiency in business tools and well‑developed strategic and analytical thinking skills

• Strong customer focus and service‑oriented mindset; proactive, innovative and results‑driven approach

• Ability to analyze and interpret market dynamics, customer needs and competitive activity

• **Native local language proficiency(Croatian )**with fluent English, both written and spoken

• Valid B‑category driving license

Required Skills:

Preferred Skills:

Account Management, Business Savvy, Channel Management, Channel Partner Enablement, Communication, Customer Centricity, Market Savvy, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Route to Market, Sales Channels, Sales Proposals, Sales Trend Analysis