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About the Role

We are seeking a Strategic Accounts Manager DACH (m/w/d) for the Surgical Vision business unit in Germany. This role is responsible for the sales strategy and commercial execution for strategic key accounts in the DACH region. The position is a permanent, full-time role in a hybrid field-based model with travel of approximately 60-75% within the DACH region.

Responsibilities

Build, develop, and lead senior-level partnerships with a defined group of strategic customers in DACH, including public hospitals, universities, and large private providers.
Co-create and implement long-term, mutually beneficial business plans that deliver profitable growth and market share gains.
Act as the primary strategic interface between Johnson & Johnson Surgical Vision and key decision-makers within assigned accounts, navigating complex customer structures.
Ensure excellent execution through cross-functional leadership and influence without direct authority across Sales, Marketing, Medical Affairs, Professional Education, Pricing, and Supply Chain.
Support the development and continuous evolution of a compelling value proposition that extends beyond products to include value-added services such as patient pathway optimization, demand generation for premium procedures, patient education and conversion initiatives, and efficiency improvements in workflows, logistics, and processes.
Lead the adaptation and implementation of Johnson & Johnson Surgical Vision's strategic capabilities and solutions to address customer-specific challenges and growth opportunities.
Position JJSV as a trusted partner contributing to better clinical outcomes, patient experiences, and operational performance.
Take overall responsibility for the commercial performance of assigned strategic accounts, including revenue growth, portfolio mix, and profitability.
Lead complex commercial negotiations in alignment with regional pricing frameworks and strategic account governance.
Partner with internal stakeholders to ensure disciplined forecasting, deal governance, and execution of strategic account agreements.
Actively shape the Surgical Vision strategy for Western Europe and DACH by sharing insights from strategic customer relationships and market dynamics.
Act as a role model for strategic selling, account leadership, and a cross-company mindset.
Support the development of Strategic Account Management capabilities in the region and DACH, including embedding best practices and continuous improvement.

Requirements

Minimum of 8-10 years of progressive commercial experience in medical technology or healthcare solutions.
Proven track record in strategic or key account management with complex, multi-stakeholder customers at a regional or national level.
Demonstrated success in driving profitable growth, market share gains, and building long-term partnerships.
Experience in matrix-organized, multinational companies with influence across functions and geographies.
Strong commercial and financial acumen, including experience with contracts, pricing, and value-based negotiations.
Experience in ophthalmology, with surgical devices, or premium healthcare solutions is advantageous.
Exposure to private healthcare providers, hospitals, or centralized purchasing consortia in Europe or DACH is advantageous.
Experience in designing and implementing value-added services beyond traditional product business is advantageous.

Skills

Strategic Thinking and Business Planning
Executive Presence and Influence
Customer Centricity
Cross-functional Leadership
Commercial Excellence
Change Leadership
Communication (English required; other European languages are a significant advantage)
Account Management
Alliance Formation
Client Management
Commercial Awareness
Customer Experience Management
Developing Others
Inclusive Leadership
Interpersonal Influence
Leadership
Medical Technology
Personalized Services
Relationship Building
Revenue Management
Solutions Selling
Strategic Sales Planning
Sustainable Procurement
Team Management
Vendor Selection

Location

Berlin, Germany
Düsseldorf, Germany
Frankfurt am Main, Hesse, Germany
Hamburg, Germany
Hannover, Lower Saxony, Germany
Karlsruhe, Baden-Wurttemberg, Germany
Leipzig, Germany
Munich, Germany
Stuttgart, Germany
Germany (residence can be nationwide)

Work Type

Hybrid
Field-Based
Full-time
Permanent

Experience Level

8-10 years of progressive commercial experience

Salary/Compensations

€76,100.00 - €122,705.00

Benefits

Annual bonus (based on employee and company performance or sales commissions)
Vacation days
Parental leave (minimum 12 weeks)
Bereavement leave
Caregiver leave
Volunteer leave
Well-being reimbursement
Programs for financial, physical, and mental health
Service anniversary and recognition awards
Insurance plans (for employees and eligible dependents in some locations)

About the Company

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity.
Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal.
Learn more at jnj.com.
As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.
Our Vision solutions in ophthalmology are driven by innovations at the intersection of biology and technology, developing the next generation of intelligent, less invasive, and personalized treatments.
We are committed to transforming eye health through innovation, science, and partnerships.
Further information can be found at https://www.jnj.com/medtech.

Equal Opportunity

We aim to provide people with disabilities with the most barrier-free workplace possible. We recognize that needs can be very individual and address them by working closely with our severely disabled employee representative. Applications from people with severe disabilities are always welcome and will be given special consideration if they are equally suitable.
If you wish to involve or receive support from the company's severely disabled employee representative during your application process, please let us know when our Talent Acquisition team first contacts you – thank you.