Senior Key Account Specialist

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 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 – Immunology (Commission)

Job Category:
Professional

All Job Posting Locations:
Prague, Czechia

Job Description:

Key Account Specialist- Immunology

Location to cover.: half of Czechia

Full time

About Immunology

Our expertise in Innovative Medicine is informed and inspired by patients, whose insights fuel our science-based advancements.

We lead where medicine is going and need innovators with an unwavering commitment to results.

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

We are searching for an experienced professional to fill the senior position of Key Account Specialist, to join a dedicated team within the therapeutic area of Immunology. The location is Czechia.

The Key Account Specialist (KAS) is a senior, field-based role with responsibility for the effective management and development of assigned key accounts, including treatment centres and their referral networks.

The KAS contributes to the achievement of business objectives by developing long-term partnerships with physicians, KOLs, pharmacists and hospital management, and leads cross-functional account management in close collaboration with Medical, Marketing, Key Account Management and other relevant functions.

The role involves building and maintaining strategic relationships with healthcare professionals (HCPs) and key opinion leaders (KOLs), supported by a strong understanding of customer needs, the healthcare environment, market segmentation and relevant account insights, while ensuring accurate and timely maintenance of relevant information in iCONNECT. The KAS monitors and responds to developments within assigned accounts and territories, translates relevant data and market insights into actionable account plans, and collaborates with cross-functional partners to address identified account needs and support appropriate customer engagement.

You will be responsible for (not limited to):

- Achieve and exceed sales targets and KPIs in assigned key accounts by highly ethical and compliant customer-oriented approach.
- Promote assigned portfolio of the Company's products (proven understanding of disease states, therapeutic areas, and products) to assigned targets.
- Demonstrate deep knowledge of assigned J&J Innovative Medicine products and competitors (testing on the meetings, feedback from managers and external customers).
- Execute the visits in assigned territory based on cycle strategy (the adherence to Plan of Action in iCONNECT).
- Assess needs of target physicians and other HCP partners and update them on a regular basis.
- Address needs with responsive approach, targeted skills, and appropriate resources.
- Analyse and use available reports and information to understand impact of past customer interactions, suggest new ways of communication to improve interactions with customers.
- Own the development and implementation of territory and key account business plans, including clear objectives, actions and timelines.
- Evaluate account potential and segment customers to prioritise resources and activities with the greatest business impact.
- Analyse sales data, registry data, market share and competitor dynamics; track and report KPIs (patient numbers, growth, share of new patients) and take corrective actions.
- Build and develop referral networks between referrals  and treatment centres to support timely referral of eligible patients.
- Develop long-term partnerships with KOLs and act as the key point of contact for assigned centres.
- Coordinate cross-functional account teams (MSL, Brand Specialist, KAMs) to align and execute joint account activities.
- Plan and organise compliant educational activities for HCPs in alignment with the brand strategy.
- Use multichannel engagement (face-to-face, remote, digital) to maximise customer reach and impact.
- Share best practices and act as a role model and peer coach for colleagues in the team.
- Understand the main principles of customer’s Health Care related budget and products reimbursement principles. Apply basic Health-Economic knowledge and monitor up-to-date Health-Economic territorial trends in alignment with the HEMAR (market access) department.

To be successful in this role

- In-depth expertise in, or ability to learn, current appointed therapeutic areas.
- Strong selling and relationship skills.
- Strong business acumen, strategic and analytical thinking – ability to turn data into actionable plans.
- Proven key account management skills and experience with account planning.
- Broad knowledge of payer dynamics, competitors, and associated disease states.
- High level of ethical standards in business.
- Teamwork.
- Strong planning, prioritisation and multi-tasking skills.
- Positive attitude and personal accountability.
- Willingness for continued professional and personal development.
- Courage to take action and responsibility for solutions and results.
- Strong interpersonal communication skills.

Qualifications / Requirements:

- A university degree or equivalent
- Minimum 4years of experience in sales and regional management in the pharmaceutical industry, ideally in a key account role
- Experience in immunology, biologic treatment or hospital/specialty care is a strong advantage
- Fluent Czech and basic command of English
- Driving license type B
- Advanced user of MS Office (Excel, PowerPoint) and CRM systems (iCONNECT, Veeva)

Required Skills:

Preferred Skills:
Business Development, Clinical Experience, Communication, Cross-Functional Collaboration, Customer Centricity, Customer Retentions, Data Savvy, Developing Partnerships, Immunology, Market Knowledge, Performance Measurement, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Relationship Building, Sales, Sales Projections, Sales Trend Analysis, Strategic Sales Planning

The anticipated base pay range for this position is:
Kč909,000.00 - Kč1,411,050.00

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.