Key Account Manager Northern Poland

Johnson & Johnson Co.; Starachowice; On-site; PLN 164,000 - 263,000; Full time

Benefits offered by this job

Annual bonus

Vacation days

Parental leave

Bereavement leave

Volunteer leave

Well-being reimbursement

Insurance plans

Job summary

Johnson & Johnson Poland is seeking a Key Account Manager to plan and deliver sales targets for hospitals across multiple territories. The role is field-based and commission-driven, focusing on promoting J&J products to physicians within oncology/hematology.

You will develop key account plans, build relationships with decision makers, ensure compliant promotion, and report customer interactions. The position requires university degree, 3+ years in pharma sales, and strong English and Polish.

Qualifications

• University degree is required.
• 3+ years of experience in pharmaceutical sales, preferably in hospital or specialty care.
• Fluent English and native Polish language.

Responsibilities

• Achieve allocated sales targets and market share within designated accounts and timeframes.
• Develop robust key account plans in collaboration with Marketing, Medical, and Access.
• Identify and engage key decision makers and influencers at accounts to drive product promotion.
• Promote J&J products to physicians in accordance with marketing strategy and compliance rules.
• Report customer interactions in the designated systems (e.g., iConnect).
• Build a professional image and maintain trustful relationships with customers and collaborators.

Skills

Cross-Functional Collaboration

Customer Centricity

Sales

Market Knowledge

Oncology

Hematology

Pharmaceutical Industry

Product Knowledge

Strategic Sales Planning

Sales Projections

Communication

Relationship Building

Education

University Degree

Tools

PowerBI

Job description

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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: Pharmaceutical Sales Job Sub Function: Sales – Oncology/Hematology (Commission) Job Category: Professional All Job Posting Locations: Bydgoszcz, Kujawsko-Pomorskie, Poland, Gdansk, Pomorskie, Poland, Warsaw, Masovian, Poland

Key Account Manager

Location: Trójmiasto, Toruń, Bydgoszcz, Słupsk, Piła, Koszalin, Elbląg full-time

Key Account Manager (KAM) is accountable for planning and delivering the agreed business plan objectives and targets to specific accounts (hospitals) by identifying needs and opportunities, management of multiple stakeholders, promotion of brand messages, and cross-functional work at account level. KAM is responsible for promotion of assigned products to physicians and engagement with other stakeholders at account (hospital) level in assigned territories, in compliance with ethical rules and according to the approved marketing and sales strategies, with the objective of treating more patients with the J&J products. The role is field based and is on commission.

Essential duties and responsibilities:

• Achieve the allocated performance targets in a specific period of time, such as: product sales, market share, coverage and frequency of visits to customers, usage of multichannel activities, brand perception indicators (e.g. IGNITE, Message Recalls etc).
• Develops robust key account plans and objectives based on the analysis of available data sources, in collaboration with colleagues from other functions (Marketing, Medical, Access), in order to achieve the business objectives
• Identifies and builds relationships with key decision makers and influencers in the assigned accounts and develops effective network. Identify and anticipate future customer need and deliver solutions through mobilizing right internal resources and stakeholders
• Promotes to the HCPs the messages of the J&J products in accordance with the marketing strategy and with compliance rules, aiming to increase the number of patients treated with J&J products;
• Reports the customer interactions in a timely manner in the designated systems (e.g iConnect)
• Builds a professional image of the company, identifies, develops, finalizes new promotional opportunities, builds, and maintains trustful relationships with customers and collaborators.
• Identifies and analyzes opportunities and problems and makes proposals for appropriate improvements.
• Organises promotional events, in accordance with approved marketing strategy and respecting the compliance and ethical rules;
• Acts as a subject area expert and creates awareness of patient journeys, unmet needs and therapeutic area-related topics.
• Territory Management - including strategic planning based on the analysis of available data sources, adjusting tools and activities to the local market, which will allow to achieve business goals.
• Evaluates progress vs plan monthly; makes tactical, strategic and longer-term course corrections in collaboration with manager
• Analyzing and drawing conclusions from reports provided by organizations regarding sales of own products and market shares (e.g. use of PowerBI tools).
• Regularly provides input to product/sales management on strategy implementation and competitor activity in the accounts
• Learns from new experiences. Shows personal commitment and takes action to continuously improve, share best practices, drive innovation for the customers.
• Investing the entrusted budget in compliant and impactful way.

Other features of the job:

• Compliance with HCC and HCBI Procedures - timely and compliant with internal procedures reporting of activities and quality defects, compliance of expenses with the expenditure settlement procedure.
• Collaborate and communicate in a proactive, solution-oriented way with the team members and with other colleagues from other teams or other functions
• Maintain in the highest standards of ethics, quality, compliance and accountability: promote only approved products, based on approved marketing strategy; Respect all the internal rules and SOPs of the company; Compulsory training must be completed on time; Act in accordance with the Quality & Compliance Core Objective, and help others do the same when there is an opportunity.
• Timeliness: implementation of training, online training, reporting all activities.
• Taking care of the employer's property and proper technical condition of the company's equipment (e.g. car, telephone, computer ...)
• Quality and effectiveness of visits and other promotional activities
• Applying open communication using the principles of feedback.
• Involvement in work through active participation in various forms of meetings.
• Optimism, openness to the point of others views, showing respect, positive attitude to work. Taking the initiative, striving for the goal.
• Entrepreneurship expressed in quick reaction to market situations, proactive search for solutions. Make decisions and take responsibility for them.

Requirements (knowledge, education, skills):

• University Degree
• Min. 3 years experience in pharmaceutical sales
• Experience with speciality care, hospitals market with NFZ drug programs
• Team worker with strong communication and negotiation skills
• Make decisions and take responsibility for them
• Openness and readiness to implement new business solutions
• Customer and action oriented
• High organizational skills
• Good English knowledge in speaking and reading and native level of Polish
• Fluent use of MS Office
• Conduct virtual meetings (Zoom, Teams)
• Active driving license type B
• Availability to travel on a daily basis in the allocated territory of Silesia

Organisational Behaviours:

1. Compete:
   a. Set ambitious goals and prioritize the levers that drive real business;
   b. Connect with customers to learn and challenge, aiming to shape and develop the market instead of serving the market. Bring the “voice of the customer” in the discussions with colleagues;
   c. Ensure cross-functional alignment of goals and priorities
2. Execute:
   a. Give proactive, honest, ongoing and direct feedback — be J&J Direct.
   b. Shape proactively the mindset of the organization towards a growth mindset, execution discipline and ambitious thinking;
   c. Adhere to constant learning, training and rehearsal;
3. Optimise:
   a. Implement After Action Reviews (AAR) to learn and to improve to generate impact.
   b. Bring the solution to the problem with a bold mindset: How can I get this done? What is the solution?
   c. Empower our teams;
4. Our Credo:
   a. Lead by creating the right environment to enable prioritization and achieve organizational outcomes
   b. Lead with integrity and role‑model compliant practices and discipline in execution
   c. Operate with a WE ARE ONE mindset and deliver together: Local Company / Regional Teams / Global Functions
   d. Cultivate a learning organization for talent growth

Required Skills: Preferred Skills:

AI Judgement Integration, Clinical Experience, Communication, Cross-Functional Collaboration, Customer Centricity, Customer Retentions, Data Savvy, Developing Partnerships, Hematology, Market Knowledge, Oncology, Performance Measurement, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Relationship Building, Sales, Sales Projections, Sales Trends, Strategic Sales Planning

The anticipated base pay range for this position is: zł164,000.00 - zł263,350.00

Benefits: In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers. *This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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 https://www.jnj.com/. Our Credo calls on us to respect the dignity of every individual and create an environment for all people to thrive. Throughout the recruitment process - from application through hiring - we are committed to providing reasonable accommodations/adjustments for qualified candidates with disabilities. If you need support at any stage of the recruitment process, please complete our candidate accommodation request form so we can assist you.