Strategic Account Management (SAM) Team Lead

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 https://www.jnj.com

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.

Summary of the job:

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.

Duties & Responsibilities:

Strategic Leadership & Business Planning:

1. Develop and execute the SAM strategy, ensuring alignment with Johnson & Johnson’s business objectives.
2. Set business plans, priorities, budgets, and performance objectives for key accounts in collaboration with Marketing, Sales, and HEMAR Leads.
3. Allocate and organize resources to support business plans and ensure financial objectives are met.
4. Monitor market trends and translate them into customer-centric business proposals.
5. Brief the Saudi Leadership Team on healthcare customer environment changes and strategic opportunities.

Strategic Account & Stakeholder Management:

1. Serve as a point of contact for C-suite executives in assigned key accounts.
2. Build and sustain long-term partnerships with healthcare institutions, regulators, and key opinion leaders.
3. Lead negotiations on pricing, formulary inclusion, and tender management in collaboration with HEMAR Leads.
4. Orchestrate listing and reimbursement strategies for strategic brands.
5. Support tender operations during negotiation and pricing phases.

Cross-Functional Collaboration & Execution:

1. Lead cross-functional account teams to develop and implement account business plans.
2. Work closely with HEMAR Leads to develop health economic models and value propositions.
3. Collaborate with Marketing, Sales and MAF to ensure tactical plans align with business strategy.
4. Communicate customer insights to internal stakeholders to drive business opportunities.

Team Leadership & Development:

1. Provide leadership, coaching, and mentorship to Strategic Account Managers (SAMs).
2. Ensure the SAM team is properly staffed, motivated, and highly performing.
3. Drive capability development within the SAM team.

Performance & Financial Accountability:

1. Own and deliver Key Account business goals.
2. Achievement of account plans and required financial results.
3. Lead the SAM team to identify and prioritize all potential accounts across the kingdom, in alignment with business strategy, and build 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 & Johnson as a strategic partner.
4. Lead the SAM team to optimize product availability across all sectors, avoid stock ruptures, excess inventory, or expiries.

Leadership Behaviors

1. LIVE OUR CREDO: Demonstrate and inspire the behaviors that reinforce Our Credo.
2. CONNECT: Develop deep insights into the needs of our patients, customers, markets, and communities by acting as a team player and being an inclusive leader.
3. SHAPE: Drive innovation; anticipate and shape industry and market changes to advance healthcare globally.
4. GROW: Develop self and others to reach their goals to deliver outstanding results while taking ownership for the outcomes with managing energy into consideration.

Qualifications:

1. Education: Bachelor’s degree in Pharmaceuticals Science is required. Postgraduate studies are a plus.
2. Years of Experience: around +8 years in pharmaceutical companies with at least 5 years’ experience in Key account management & Access.
3. Language: English/ Arabic
4. Location: Riyadh - KSA
5. Relocation availability: Yes
6. Previous experience in key account management and leading key accounts like MOH is required.
7. Previous people management is required.