Head of Strategic Account Management

Duties & Responsibilities

• Strategic Leadership & Business Planning:

• Develop and execute the SAM strategy, ensuring alignment with Johnson & Johnson’s business objectives.

• Set business plans, priorities, budgets, and performance objectives for key accounts in collaboration with Marketing, Sales, and HEMAR Leads.

• Allocate and organize resources to support business plans and ensure financial objectives are met.

• Monitor market trends and translate them into customer-centric business proposals.

• Brief the Saudi Leadership Team on healthcare customer environment changes and strategic opportunities.

• Strategic Account & Stakeholder Management:

• Serve as a point of contact for C-suite executives in assigned key accounts.

• Build and sustain long-term partnerships with healthcare institutions, regulators, and key opinion leaders.

• Lead negotiations on pricing, formulary inclusion, and tender management in collaboration with HEMAR Leads.

• Orchestrate listing and reimbursement strategies for strategic brands.

• Support tender operations during negotiation and pricing phases.

• Cross-Functional Collaboration & Execution:

• Lead cross-functional account teams to develop and implement account business plans.

• Work closely with HEMAR Leads to develop health economic models and value propositions.

• Collaborate with Marketing, Sales and MAF to ensure tactical plans align with business strategy.

• Communicate customer insights to internal stakeholders to drive business opportunities.

• Team Leadership & Development:

• Provide leadership, coaching, and mentorship to Strategic Account Managers (SAMs).

• Ensure the SAM team is properly staffed, motivated, and highly performing.

• Drive capability development within the SAM team.

• Performance & Financial Accountability:

• Own and deliver Key Account business goals.

• Achievement of account plans and required financial results.

• Lead the SAM team to Identify and prioritizes all potential accounts across the kingdom, in alignment with business strategy, and builds strong business relationships with all relevant external stakeholders, including, but not limited to, planners, purchasing members, clinical pharmacists, supply department, hospital store managers, etc., to position Johnson and Johnson as a strategic partner.

• Lead the SAM team to Optimize the products availability across all sectors, avoid stock rupture, excess inventory, or expiries.