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Role Purpose
The Sales Key Account Manager (KAM) owns commercial growth across priority orthopaedic and neurosurgical accounts, driving revenue, market share and profitable portfolio adoption for DePuy Synthes Spine. The role leads account strategy, opportunity conversion and stakeholder engagement—partnering closely with clinical teams to ensure safe, effective product use through high‑quality education and in‑theatre support. By aligning customer needs with clinical and economic value, the KAM builds long‑term partnerships, accelerates adoption and delivers against annual business objectives.
What You Will Be Doing
* Sales & Growth Ownership: Own and deliver revenue, growth and market‑share targets across Key Accounts through disciplined execution, opportunity management and portfolio expansion.
* Strategic Account Planning: Build and execute account plans (stakeholder mapping, access strategy, activity prioritisation) to protect base business and win incremental growth across sites.
* Clinical Education (Enablement Function): Enable adoption by providing accurate product information, indications and procedural guidance, and by organising customer education sessions that support safe, confident use of the portfolio.
* Stakeholder & KOL Management: Build influence with clinical and non‑clinical decision‑makers (surgeons, theatre leadership, procurement, finance, management). Develop and activate KOL relationships to support evaluation, adoption and sustained utilisation.
* In‑Theatre Support (Clinical Function): Provide real‑time procedural support to consultants and theatre teams to ensure correct product usage, troubleshoot intra‑operative issues, and reinforce best practice to support customer experience and portfolio adoption.
* Commercial Operations & Service Excellence: Deliver reliable customer service that protects revenue and supports growth, including inventory planning, timely deliveries, case coverage coordination and responsive issue resolution.
* Asset & Consignment Management: Manage consignment stock, instruments and assets in line with compliance requirements and business strategy, ensuring availability for cases and accurate audit reconciliation.
* Commercial Programmes & Events: Support and execute medical education and customer engagement events that progress evaluations, increase utilisation and strengthen strategic account relationships.
What You Will Bring
* Proven sales performance (target achievement), ideally within MedTech, healthcare or complex solution selling.
* Strong commercial acumen: account planning, pipeline management, forecasting and pricing/value‑based conversations.
* Ability to build influence with diverse stakeholders, including surgeons, theatre leadership, procurement and senior management.
* High ownership and organisation: territory planning, CRM discipline and operational execution (stock/assets/case coverage).
* Clinical or technical background in orthopaedics/neurosurgery is advantageous and will support effective education and in‑theatre enablement.
Core J&J Values
* Drive Results with Integrity: Deliver first‑class service while upholding CREDO Values, ensuring every interaction builds trust and long‑term partnerships.
* Proactive Growth Mindset: Set ambitious goals, create demand, and progress opportunities from evaluation to conversion through disciplined sales execution.
* Customer‑Centric Excellence: Put the customer at the heart of every decision, ensuring seamless support and superior outcomes in the operating theatre.
* Collaboration & Teamwork: Work closely with internal teams and clinical stakeholders to achieve shared goals and deliver exceptional value.
* Continuous Learning & Innovation: Stay ahead of industry trends, product advancements, and surgical techniques to provide cutting‑edge solutions.
* Accountability & Ownership: Take responsibility for achieving targets, managing assets and driving business success in key accounts.
* Ethical Leadership: Promote compliance, transparency and ethical practices in all interactions and business activities.
Required Skills
Business Development, Communication, Customer Centricity, Customer Retentions, Execution Focus, Healthcare Trends, Market Knowledge, Market Research, Presentation Design, Problem Solving, Sales, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Team Management, Vendor Selection.
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