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Job Function:
MedTech SalesJob Sub Function:
Clinical Sales – Hospital/Hospital Systems (Commission)Job Category:
People LeaderAll Job Posting Locations:
Amersfoort, Utrecht, NetherlandsJob Description:
Location : Amersfoort (NL)
Executive summary of the role
The Strategic Account Manager (SAM) is responsible for shaping and executing long-term, enterprise-level strategies for a portfolio of top-tier strategic accounts. The role also oversees relationship management with national and regional health systems, governmental organizations, and key institutional stakeholders.
The SAM acts as the senior commercial and strategic interface between the organization and external decision-makers, shaping sustainable partnerships beyond traditional sales. The role integrates commercial strategy, Governmental Affairs, policy influence, and industry collaboration, and serves as the primary point of contact for trade associations and industry organizations. The SAM represents the full portfolio and value proposition, including solutions, services, health economics, and innovation partnerships.
Main areas of responsibility / expected results/objectives of the role
Owns and drives long-term strategic account plans (3–5 years) for a limited number of high-impact/top-tier complex accounts.
Constructs deal P&L and translates this to financial impact.
Shapes and executes enterprise partnerships that go beyond product sales, including value-based agreements, public-private collaborations, and system-wide transformation initiatives.
Acts as primary interface with governmental bodies and relevant health authorities in close alignment with internal Governmental Affairs and market access teams.
Leads and coordinates engagement with trade associations and industry organizations, representing the company’s interests and positioning in the broader healthcare landscape.
Identifies and influences policy, funding, and regulatory developments that impact strategic accounts and translates these insights into actionable strategies.
Coordinates and leads cross-functional account teams (sales, marketing, health economics, pricing, tender excellence, and leadership) without formal authority.
Drives opportunity identification, qualification, and prioritization across accounts; ensures robust pipeline development and long-range forecasting.
Oversees complex contracting, pricing, and tendering strategies in collaboration with bids & tender excellence and pricing teams.
Serves as executive-level relationship owner for non-clinical senior stakeholders (C-level, policymakers, procurement leadership).
Ensures achievement of strategic, commercial, and partnership objectives, balancing growth, profitability, and long-term sustainability.
Main leadership commitments involved in the role
Connect
Builds trusted, long-term relationships with senior executives, policymakers, and institutional leaders.
Actively engages with trade associations and industry platforms to gather insights, shape narratives, and create strategic positioning opportunities.
Monitors external developments (healthcare policy, funding programs, market reforms, industry trends) and connects insights to account strategy.
Gathers and synthesizes feedback from external stakeholders and internal teams to identify system-level opportunities and risks.
Shape
Translates complex external insights into clear strategic choices and corporate-level actions.
Challenges existing business models and proposes alternative partnership and go-to-market approaches.
Influences internal senior stakeholders to align around long-term strategic priorities.
Takes calculated risks aligned with company strategy and evolving healthcare systems.
Growth
Acts as a thought leader and mentor within the commercial and strategic account community.
Develops advanced skills in strategic influence, negotiation, and executive communication.
Promotes a culture of accountability, collaboration, and continuous improvement.
Leads post-initative reviews and lessons learned to strengthen future strategic engagements.
Fosters an environment that supports diverse perspectives, innovation, and systemic thinking.
Increasing complexity of healthcare decision-making with strong impact of policy, regulation, and public funding.
Shift from transactional selling toward value-driven, outcome-focused partnerships.
Growing importance of governmental influence, industry alignment, and public-private collaboration.
Multiple senior-level decision-makers and influencers across institutional and governmental layers.
High visibility and reputational impact of strategic account decisions.
Qualifications
Required:
Affinity and passion for the Orthopaedic portfolio
Proven experience in strategic account management, enterprise sales, or complex stakeholder management.
Strong understanding of healthcare systems, policy dynamics, and institutional decision-making.
Experience working with or influencing governmental bodies, regulators, or public institutions.
Demonstrated success in leading complex, cross-functional initiatives without formal authority.
Strong strategic thinking combined with executional discipline.
Advanced negotiation, influencing, and stakeholder management skills.
Strong analytical capability; able to translate data and insights into strategy.
Fluent in Dutch and English (written and spoken).
High integrity, enterprise mindset, and adaptability in ambiguous environments.
Preferred:
Master’s degree or equivalent experience in business, economics, public policy, or life sciences.
Experience in MedTech, healthcare, or regulated industries.
Exposure to trade associations, industry councils, or policy platforms.
Experience working in a large, matrixed, multinational organization.
Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics 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.
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
#LI-Hybrid
#DePuySynthesCareers
Required Skills:
Preferred Skills:
Advertising, Coaching, Collaborative Selling, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection
The anticipated base pay range for this position is:
€76,200.00 - €123,395.00Benefits:
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.
Additional information:
The annual base pay includes an 8% holiday allowance.Skills Required
- Proven experience in strategic account management, enterprise sales, or complex stakeholder management.
- Strong understanding of healthcare systems, policy dynamics, and institutional decision-making.
- Experience working with or influencing governmental bodies, regulators, or public institutions.
- Demonstrated success in leading complex, cross-functional initiatives without formal authority.
- Fluent in Dutch and English (written and spoken).
- Master's degree or equivalent experience in business, economics, public policy, or life sciences.
- Experience in MedTech, healthcare, or regulated industries.
Johnson & Johnson Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Johnson & Johnson and has not been reviewed or approved by Johnson & Johnson.
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Healthcare Strength — Healthcare coverage is characterized as comprehensive across medical, dental, and vision, with added supports like onsite clinics, fitness centers, and Employee Assistance resources. Mental-health services and wellbeing reimbursements are also described as meaningful components of the overall package.
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Retirement Support — Retirement offerings are portrayed as a major differentiator, combining a 401(k) with employer matching and an employer-funded pension plan. Stock options and other long-term financial supports are also positioned as part of the broader rewards mix.
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Parental & Family Support — Family-related benefits are presented as notably strong, including paid parental leave for all new parents and additional leave types for caregiving and bereavement. Financial assistance for adoption, fertility treatment, and surrogacy is highlighted as a significant support.
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