Strategic Account Management (SAM) Team Lead

Johnson and Johnson; Riyadh; On-site; SAR 200,000 - 300,000; Full time

Job summary

A leading healthcare company is seeking a Strategic Account Management Lead to spearhead the development and execution of their SAM strategy. The successful candidate will engage with key stakeholders, manage financial performance, and foster long-term partnerships with healthcare institutions. This role requires strategic leadership, strong negotiation skills, and the ability to mentor a dynamic team towards achieving business objectives.

Qualifications

• Experience in strategic account management and stakeholder engagement is crucial.
• Proven track record in business planning and financial performance.
• Ability to lead and mentor teams effectively.

Responsibilities

• Lead the development and execution of the SAM strategy in line with business objectives.
• Build partnerships with healthcare institutions and negotiate key agreements.
• Drive performance and accountability across key accounts.

Skills

Negotiation

Strategic Planning

Stakeholder Management

Financial Performance

Education

Bachelor's degree in Business or related field

Job description

The Strategic Account Management (SAM) Lead 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.

Responsibilities:

1. 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.
2. 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.
3. 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.
   • 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.
4. Performance & Financial Accountability:
   • Own and deliver Key Account business goals.
   • Achieve account plans and required financial results.
   • Identify and prioritize potential accounts across the kingdom, building strong relationships with external stakeholders such as planners, purchasing members, clinical pharmacists, supply departments, hospital store managers, etc., to position Johnson & Johnson as a strategic partner.
   • Optimize product availability across all sectors, avoiding stock ruptures, excess inventory, or expiries.

Note: The industry listed (FMCG, Foods, Beverages) and department (Administration) seem unrelated to the healthcare-focused role described. Consider clarifying or removing these sections for relevance.

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