Description
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.
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Job Function:
MedTech SalesJob Sub Function:
Key Account Management – MedTech (No Commission)Job Category:
ProfessionalAll Job Posting Locations:
Leeds, West Yorkshire, United KingdomJob Description:
DePuy Synthes is recruiting for a International Key Accounts Lead. This Hybrid position will be located in Switzerland, Italy or the UK.
Please note that this role is available across multiple countries and may be posted under different requisition numbers to comply with local requirements. While you are welcome to apply to any or all of the postings, we recommend focusing on the specific country(s) that align with your preferred location(s):
Switzerland - Requisition Number: R-073776
Italy - Requisition Number: R-075605
UK - Requisition Number: R-075607
Remember, whether you apply to one or all of these requisition numbers, your applications will be considered as a single submission.
Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.
Business Unit: Strategic Solutions – Medical Devices EMEA (DePuy Synthes)
Reporting Line: International Partnership Director
Positioning in the Organization: EMEA-based strategic account leadership role, partnering with country Key Account / commercial teams and cross-functional stakeholders to drive aligned execution across markets.
Location: EMEA – home office based
Travel Requirement: Up to 50% international travel
Position Summary
The International Account Director is responsible for the development, ownership, and execution of international account strategies for selected large, multicountry hospital groups and healthcare systems. The role carries full international accountability for approximately EUR 100 Mio in strategic customer business, with clear ownership for growth, retention, and long‑term value creation across geographies.
Acting as the single international point of accountability, the role ensures a coherent partnership strategy, governance model, and commercial approach across countries, while orchestrating execution through country organizations and cross‑functional teams. A central focus is to build long‑term, value‑based partnerships, lead complex, multiyear international negotiations, and position the company as a strategic partner aligned with customers’ long‑term objectives rather than a transactional supplier.
In addition, the role is instrumental in building and nurturing a community of Key Account Managers across the region, connecting peers, sharing best practices, and creating consistent ways of working. As a role model and capability lead for Key Account Management, the International Account Director helps develop KAM ‘muscles’ in countries through coaching, guidance, and tool/standard adoption, strengthening local execution while elevating strategic account excellence across EMEA.
Key Responsibilities
International Account Strategy & Ownership
Own and execute international account strategies aligned with regional and franchise priorities
Full responsibility for ~EUR 100 Mio in international strategic accounts, ensuring sustainable growth and customer retention
Translate customer system strategies into clear, actionable international account plans
Strategic Customer & Relationship Management
Act as the primary international interface for assigned strategic customers
Build and maintain trusted C‑suite and senior executive relationships at international and regional level
Develop deep understanding of customer priorities, procurement dynamics, and system‑level challenges
International Negotiations & Agreements
Lead complex international negotiations, including multiyear framework, category, or whole‑business agreements
Ensure alignment between international agreements and local market implementation
Cross‑Functional & Cross‑Country Leadership
Lead virtual, cross‑country account teams without formal authority
Align country leadership and functions around shared priorities, milestones, and execution
Build and lead an EMEA Key Account Manager community to accelerate best-practice sharing, peer learning, and consistent strategic account ways of working
Act as a role model and capability builder for Key Account Management in countries—coaching teams, supporting talent development, and driving adoption of tools, governance, and international account planning standards
Success Profile
A successful International Account Director:
Is recognized by customers as a trusted strategic partner
Demonstrates clear ownership of large‑scale international business (~EUR 300 Mio)
Delivers international agreements that are adopted locally
Mobilizes diverse stakeholders to execute consistently across countries
Builds and sustains an active commercial / sales leadership community (sharing best practices, peer learning, common standards)
Acts as a role model and capability builder for strategic selling and account leadership—coaching teams in countries (e.g., Key Account Managers and/or Sales Managers) and strengthening account planning, governance, and execution discipline
Leads through influence and credibility, aligning senior stakeholders and country leadership without formal authority
Creates scalable ways of working (templates, playbooks, governance, cadence) that improve consistency and speed of execution across markets
Negotiates with a value-based, long-term mindset, balancing customer outcomes, compliance, and profitable growth for the company
Communicates with executive-level clarity—able to synthesize complexity into crisp narratives, decisions, and actions
#LI-Hybrid
#DePuySynthesCareers
Required Skills:
Preferred Skills:
Account Management, Alliance Formation, Business Alignment, Commercial Awareness, Customer Centricity, Customer Experience Management, Goal-Oriented, Interpersonal Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection