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.
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:
MedTech SalesJob Sub Function:
Key Account Management – MedTech (No Commission)Job Category:
People LeaderAll Job Posting Locations:
Bogotá, Distrito Capital, ColombiaJob Description:
About MedTech
Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech
We are searching for the best talent for Key Account Manager.
Role Summary
The Key Account Manager (KAM) is responsible for leading private strategic customer accounts within the Antioquia and Santander territories. This role ensures the fulfillment of customers’ clinical and economic needs by delivering value-driven solutions, strengthening long-term partnerships, and effectively representing the organization.
The KAM drives business growth by combining strong account ownership, strategic planning, and effective cross-functional collaboration across the Surgery commercial organization (Clinical Demand Generation). The role directly contributes to improving profitability, market share, and customer satisfaction.
Key external stakeholders: C-Suite executives, Procurement leaders, Operating Room leadership, Marketing and Commercial heads.
Responsibilities:
Strategic Account Management
- Build and strengthen long-term partnerships with key stakeholders at the C-suite level through innovative and tailored solutions
- Develop and execute strategic account plans aligned with account potential, business unit (Surgery) priorities, and portfolio opportunities
- Continuously assess account performance, identify growth opportunities, and implement proactive action plans
- Ensure a deep understanding of customer operational and strategic priorities, aligning them with internal solutions and capabilities
Commercial Excellence & Growth
- Identify, develop, and close new business opportunities, maintaining a strong and consistent pipeline
- Lead pricing and negotiation processes, ensuring optimal value realization through cost-benefit analysis
- Monitor market trends, competitor activity, and account vulnerabilities to anticipate risks and opportunities
- Drive overall account profitability and market share expansion
Cross-Functional Leadership
- Collaborate closely with Surgery BU, Finance, Logistics, Health Economics, Strategic Marketing, and Healthcare Compliance teams
- Lead cross-functional account teams and orchestrate execution across internal stakeholders
- Ensure alignment of objectives, timelines, and deliverables across all involved functions
Execution & Operations
- Ensure timely reporting of product complaints and execution of field actions in compliance with company standards
- Manage accounts receivable, prince increase and ensure financial discipline across assigned accounts
- Coordinate distributor performance and service delivery in accounts not directly managed by the company (if applicable)
- Maintain accurate account plan, stakeholder mapping, and opportunity tracking within CRM systems
Leadership & Talent Development
- Lead and develop Account Leads within scope, ensuring strong performance, engagement, and capability building
- Provide ongoing coaching and field feedback using company tools and processes
- Foster a high-performance culture focused on accountability, collaboration, and continuous improvement
- Support talent attraction, development, and retention strategies
Qualifications:
College Degree is required. 5 to 7 years of professional experience, with at least 5 years in the commercial area with consistent record selling value (negotiating and closing deals). Experience leading multifunctional teams through influence. Financial skills: understand P&L drivers & pricing. Healthcare sector experience is a plus. Travel inside designated territory will be required (up to 20% to 40%). English language fluency: 80%.
Leadership and functional competencies:
Leadership competencies: leads through influence; has the ability to integrate and mobilize multifunctional teams; results oriented; controls emotions: balanced, level headed; strong ability to build and maintain long term relationships; analytical skills and problem solver; takes ownership and assumes responsibility of the outcomes / results; makes things happen; organizational savvy - knows how to lead the matrix.
Functional attributes: negotiation, financial skills, planning & organization; the following from the sales competencies: hunter (finds new business / opportunities, prospects, maintains a full pipe-line), Consultative Seller (sells value and is able to differentiate our portfolio: asks enough questions to go wide and deep, discusses opportunities, implications, outcomes that uncover customer needs, identify motivators and creates urgency that shortens the sales cycle, highly developed questioning and listening skills,), Closing competencies (ability to convert qualified opportunities in actual deals for the Company at the first closing opportunity)
Success in this role will be measured by:
- Revenue growth and market share within assigned accounts
- Customer satisfaction and strength of executive relationships
- Pipeline development and conversion rates
- Financial performance (e.g., collections, profitability)
- Team engagement and development outcomes
#LI-Onsite
Required Skills:
Preferred Skills:
Account Management, Alliance Formation, Client Management, Commercial Awareness, Customer Centricity, Customer Experience Management, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Medical Technology, Personalized Services, Relationship Building, Revenue Management, Solutions Selling, Strategic Sales Planning, Sustainable Procurement, Team Management, Vendor Selection