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لوصف الوظيفي

الأدوار والمسؤوليات

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

الملف الشخصي المطلوب للمرشحين

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

• Previous experience in key account management and leading key accounts like MOH is required.
• Previous people management is required.
• Language: English/ Arab