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Account Lead
hace 2 semanas
At Johnson & Johnson, the largest healthcare company in the world, we come together for one purpose: to transform the history of health in humanity.
Diversity & Inclusion are essential to continue building our history of pioneering and innovation, which has been impacting the health of more than 1 billion patients and consumers every day for more than 130 years. Regardless of your race, belief, sexual orientation, religion, or any other trait, YOU are welcome in all open positions at the largest healthcare company in the world.
When You Join Johnson & Johnson, Your Move Could Mean Our Next Breakthrough.
At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale, and experience to reimagine the way healthcare is delivered and to help people live longer, healthier lives.
In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, orthopedics, and interventional solutions with the big ideas of others to design and deliver doctor and patient-centric products and solutions.
We are in this for life.
We are changing the trajectory of human health, YOU CAN TOO.
**We are searching for the best talent for an Account Lead - MedTech to be in Bogotá.**
**Purpose**:Responsible for a group of accounts (public and/or private) in the assigned territory. Develops strong relationships with non-clinical stakeholders (administrative areas) to understand account needs, define plans, promote One MD portfolio and negotiate and close sales. This position acts as the owner of the assigned accounts, working in partnership with the customer leadership and internal team (clinical demand generation, SAM and functional areas) to promote the company portfolio, negotiate material and service contracts aiming non-clinical demand generation and J&J product selling. Assures a single point of contact with the administrative areas within the assigned customers.
Key external stakeholders: within the assigned accounts: C-suite, Purchasing department head, Operating rooms chief, marketing head.
Types of accounts: private accounts, multi-sedes from groups of private accounts, GVI, Cajas de compensación, Public accounts (non strategic)
**You will be responsible for**:
- Promotes company portfolio products within non-clinical stakeholders in the assigned accounts: identifies opportunities to introduce new products and expand our penetration in the account and connects with clinical demand generation to make a plan to capture them
- Account receivable management in their respective accounts.
- Identify and overcome Access barriers by developing, together with franchises and COE an action plan.
- Manages the assigned accounts: sets long-term business strategies, aligns account plans, follows up on the implementation of signed contracts and agreed services and keeps both external and internal stakeholders up to date in regard to account performance..
- Receives the clinical demand generated by the clinical team and consolidates them to prepare a J&J commercial proposal
- Negotiate price contracts, subsidies and level of service with the sales areas/supplies
- Perform price analysis in relation to competition
- Guarantee the reporting of product complaints and the execution of field actions in the time established by the J&J
- Make presentations on sales opportunities (case study)
- Identify and validate implementation service opportunities in hospitals
- Negotiate services provided by J&J and its partners
- Implement and carry out the management of deployed services
- Identify MD opportunities and follow up (the funnel)
- Contracts follow up
**QUALIFICATIONS**:
**Qualifications and requirements**:
- College Degree is required.
- 5 to 7 years of professional experience, with at least 5 years in the commercial area with a proven track 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 the designated territory will be required (up to 25% to 50% depending on territory).
- English language fluency: 80%.
- Leadership attributes: 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 the responsibility of the outcomes/results; makes things happen; organizational savvy - knows how to manage the matrix.
- Functional attributes: negotiation, financial skills, planning & organization; the following from the sales competencies: hunter (finds new business/opportunities, prospects continuously, maintains a full pipeline), Consultative Seller (sells value and is able to differentiate our portfolio: asks enough questions to go wide and deep, discusses opportunities,
