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 Med Tech, 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.

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Job Function:

Market Access

Job Sub Function:

Health Economics Market Access:

Job Category:

People Leader

All Job Posting Locations:

Riyadh, Saudi Arabia

Job Description:

About Innovative Medicine

Our expertise in Innovative Medicine is informed and inspired by patients, whose insights fuel our science-based advancements. Visionaries like you work on teams that save lives by developing the medicines of tomorrow.

Join us in developing treatments, finding cures, and pioneering the path from lab to life while championing patients every step of the way.

Learn more at https://www.jnj.com/innovative-medicine

Johnson & Johnson Innovative Medicine is hiring a Head of Strategic Account Management in our Market Access team department located in Riyadh, Saudi Arabia.

Summary of the job:

The Head of Strategic Account Management (SAM) at Johnson & Johnson is responsible for leading the development and execution of the SAM strategy in alignment with cross-functional teams such as Marketing, Sales, and HEMAR. This role encompasses business planning, key stakeholder engagement, negotiation, and financial performance within assigned key accounts. The SAM Lead will focus on building long-term partnerships with healthcare institutions, regulators, and key opinion leaders while ensuring optimal pricing, formulary inclusion, and tender success. Moreover, the SAM Lead will mentor and coach the SAM team to achieve overall business objectives.

Duties & Responsibilities

• Strategic Leadership & Business Planning:

• Develop and execute the SAM strategy, ensuring alignment with Johnson & Johnson’s business objectives.

• Set business plans, priorities, budgets, and performance objectives for key accounts in collaboration with Marketing, Sales, and HEMAR Leads.

• Allocate and organize resources to support business plans and ensure financial objectives are met.

• Monitor market trends and translate them into customer-centric business proposals.

• Brief the Saudi Leadership Team on healthcare customer environment changes and strategic opportunities.

• Strategic Account & Stakeholder Management:

• Serve as a point of contact for C-suite executives in assigned key accounts.

• Build and sustain long-term partnerships with healthcare institutions, regulators, and key opinion leaders.

• Lead negotiations on pricing, formulary inclusion, and tender management in collaboration with HEMAR Leads.

• Orchestrate listing and reimbursement strategies for strategic brands.

• Support tender operations during negotiation and pricing phases.

• Cross-Functional Collaboration & Execution:

• Lead cross-functional account teams to develop and implement account business plans.

• Work closely with HEMAR Leads to develop health economic models and value propositions.

• Collaborate with Marketing, Sales and MAF to ensure tactical plans align with business strategy.

• Communicate customer insights to internal stakeholders to drive business opportunities.

• Team Leadership & Development:

• Provide leadership, coaching, and mentorship to Strategic Account Managers (SAMs).

• Ensure the SAM team is properly staffed, motivated, and highly performing.

• Drive capability development within the SAM team.

• Performance & Financial Accountability:

• Own and deliver Key Account business goals.

• Achievement of account plans and required financial results.

• Lead the SAM team to Identify and prioritizes all potential accounts across the kingdom, in alignment with business strategy, and builds strong business relationships with all relevant external stakeholders, including, but not limited to, planners, purchasing members, clinical pharmacists, supply department, hospital store managers, etc., to position Johnson and Johnson as a strategic partner.

• Lead the SAM team to Optimize the products availability across all sectors, avoid stock rupture, excess inventory, or expiries.

Main interactions and reporting:

INTERNAL

• HEMAR Leads

• Tenders & Pricing

• Marketing

• Commercial

• Medical

• Operations Team

• Supply chain

EXTERNAL

• Head of Pharmacy

• Clinical Pharmacist

• Pharmacists

• Planners

• Head of Purchasing

• Distributors

• NUPCO

• MOH

Qualifications

• Education: Bachelor’s degree in Pharmaceuticals Science is required. Post graduate studies is a plus.

• Years of Experience: around +8 years in pharmaceutical companies with at least 5 years’ experience in Key account management & Access.

• Previous experience in key account management and leading key accounts like MOH is required.

• Previous people management is required.

• Language: English/ Arabic

• Location: Riyadh

• KSA

Core Skills

• STORYTELLER - Delivering inspirational and memorable stories that motivate people to act by being clever communicator

• EXPLORER - Being relentlessly curious about our customers, Payers and patients journey, Health Care System trends and the healthcare landscape to drive better business with Operational Excellence and sense of urgency

• DISTILLER - Synthesizing and translating data and information, to extract and apply powerful insights into effective strategies specially the health economic health eco system data with strong analytical business acumen

• VALUE CREATOR - Developing differentiated solutions to improve stakeholder outcomes with Strong business acumen and entrepreneurial mindset to shape the market

• PREDICTOR - Shaping the bigger picture and developing strategies to win the future with customer centricity mindset

• DISRUPTOR - Taking bold leaps forward to achieve a sustainable competitive advantage with strong execution and results oriented mindset

• ORCHESTRATOR - Knowing, prioritizing, and applying the right mix of business levers to win today Compliant, accountable mindset with the Ability to effectively manage and execute complex, multi-disciplinary projects with exceptional negotiation skills

• COLLABORATOR - Building trusted internal and external partnerships to create business impact in a multi-cultural, cross countries, Matrix networks environment with and without authority along with proven People leadership skills in development, Inclusion and coaching for peers

• Dissuasion Maker

• Presentation Skills

• Leadership

• Proactivity Mindset

Required Skills:

Preferred Skills:

Agility Jumps, Commercial Awareness, Competitive Landscape Analysis, Developing Others, Global Market, Health Economics, Health Intelligence, Inclusive Leadership, Leadership, Market Knowledge, Market Opportunity Assessment, Operations Management, Performance Measurement, Pricing Strategies, Regulatory Compliance, Report Writing, Strategic Change, Team Management