About Johnson & Johnson
At Johnson & Johnson, we believe health is everything. Through our expertise in Innovative Medicine and MedTech, we are positioned to innovate across the full spectrum of healthcare solutions and deliver the breakthroughs of tomorrow.
About MedTech
Driven by innovation at the intersection of biology and technology, we are developing the next generation of smarter, less invasive, and more personalized treatments.
We are looking for the best talent for the position of Key Account Senior Manager in Mexico City.
Purpose
The Key Account Manager (KAM) is responsible for leading the strategic management of key accounts in the Surgery business, maximizing their long-term value through the development of executive relationships, identification of profitable growth opportunities, and co-creation of solutions that integrate clinical and economic value for the customer. Acts as the main person responsible for the institutional relationship with the account, and as internal orchestrator to ensure aligned, efficient, and differentiated execution.
Main Responsibilities
A. Strategic account management
•Develop and execute strategic account plans (Account Plans)
•Identify multi-line growth opportunities (cross/upsell)
•Prioritize initiatives with the greatest impact on value and profitability
B. High-level relationship development
•Build and maintain relationships with C-suite (CEO, CFO)
•Medical leadership, key decision makers
•Ensure strategic access and positioning of J&J as a partner
C. Generating value for the customer
•Co-create proposals that integrate: surgical operational efficiency, hospital cost optimization, improved clinical outcomes
•Translate the portfolio into comprehensive solutions (not isolated products)
D. Cross-functional leadership
•Coordinate and align internal teams (sales, marketing, access, supply)
•Prioritize resources based on the account plan
•Ensure flawless execution of strategic projects
E. Business and performance management
•Meet commercial objectives (sales, margin, growth)
•Monitor account performance vs. plan
•Identify opportunities, gaps, and trends. Manage risks and deviations
Qualifications / Requirements
Required and Preferred Experience
•Experienced professional (+8 years) in Sales, strategic Account Management, handling large or institutional accounts
•Development and execution of Account Plans, structured negotiation (contracts, agreements, tenders)
•Management of multiple stakeholders (clinical + administrative + financial)
•Exposure to cross-functional projects
•Direct interaction with executive levels (ideally C-suite)
•Leadership of complex initiatives (not just execution), experience with comprehensive solutions (not just product portfolio)
Key Functional and Leadership Competencies
•Strategic business thinking: ability to understand the client's business (hospital as a system), identify long-term opportunities, prioritize based on value (not just volume). Build structured account plans with clear hypotheses and prioritized actions
•Influence and leadership: ability to align internal and external stakeholders, influence decisions, navigate complex organizations. Achieve account progress through cross-functional coordination, not individual execution
•Customer orientation and value generation: deeply understands clinical and economic needs, co-creates solutions with the customer
•Building executive relationships: ability to interact with hospital directors, finance, purchasing, clinical leaders. Political and reputational management. Active access to relevant decision makers
•Results-oriented execution: ability to translate strategy into action, rigorous follow-up of initiatives, ownership over results, consultative capability
Safe Fleet Requirements
Because this position is eligible for a Company Car as a work tool, the following is also required:
•Valid driver's license
•At least 3 years of experience driving a car, preferably on highways or roads (between 80 and 100 km/h) and with standard vehicles
Preferred Skills
Account Management, Alliance Formation, Commercial Awareness, Customer Centricity, Customer Experience Management, Developing Others, Entrepreneurship, Inclusive Leadership, Interpersonal Influence, Leadership, Medical Technology, Personalized Services, Revenue Management, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Team Management, Vendor Selection
