International Key Accounts Lead

• Job title International Key Accounts Lead
• Function MedTech Sales
• Sub function Key Account Management – MedTech (No Commission)
• Category Director, Key Account Management – MedTech (No Commission) (P9)
• Location Aprilia / Italy
• Date posted May 11 2026
• Requisition number R-075605
• Work pattern Hybrid Work

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.

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Job 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:

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The anticipated base pay range for this position is:

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.