Strategic Account Manager - Surgery

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. Learn more at .

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.

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

People Leader

All Job Posting Locations:

Amersfoort, Utrecht, Netherlands

Job Description:

About Surgery

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.

Your unique talents will help patients on their journey to wellness. Learn more at

This is a field based role available in the Netherlands. While specific cities are listed in the Locations section for reference, please note that they are examples only and do not limit your application. We invite candidates from any location to apply.

We are searching for the best talent for a Strategic Account Manager!

Purpose: The Strategic Account Manager - Surgery will develop and implement account strategies for selected Hospital organizations in the Netherlands. This role combines strategic account leadership, commercial execution, non-clinical customer engagement and partnership development within the Surgery business.

You will work closely with regionally aligned Sales Managers and cross-functional Surgery teams to connect customer priorities with our portfolio, services, solutions and capabilities. You will build sustainable partnerships over the short, medium and long term, while helping the organization move faster through clear ownership, focused account planning and efficient decision-making.

You will be responsible for:

Strategic account leadership

• Achieving Sales quota and related Sales Goals.
• Develop and implement robust one- and three-year strategic account plans for selected Surgery accounts.
• Translate customer strategy, decision-making structures, procurement dynamics and customer needs into clear objectives, achievements and actions.
• Lead the account planning cycle and coordinate cross-functional contributions, with clear roles, responsibilities and follow-through.
• Monitor account performance, pipeline, conversions, partnerships, risks and opportunities, and turn insights into concrete actions.

Partnership and non-clinical customer engagement

• Build trusted relationships with non-clinical customers, including Hospital Boards, healthcare management, procurement, operations, finance, quality, innovation, IT and program or process management.
• Identify customer priorities beyond individual product needs and develop partnership opportunities that create measurable value for customers and the Surgery business.
• Represent Johnson & Johnson MedTech in customer meetings and strategic account reviews.
• Facilitate strategic dialogue with senior decision-makers to identify partnership opportunities and create long-term mutual value.
• Lead structured strategic customer engagements and maintain an up-to-date understanding of each account’s mission, strategy, financial context and operational priorities.

Commercial execution and growth

• Generate and qualify business opportunities, maintain a healthy pipeline and provide accurate forecasts for assigned accounts.
• Deliver agreed profitable growth and strategic objectives, balancing short-term performance with sustainable account development.
• Partner with Sales Managers and account teams on opportunity strategy, conversions, negotiations and execution within their regions.
• Coordinate with Pricing, Tender & Contracting and other Commercial Operations experts on offers, tenders, contracts and commercial scenarios, while retaining strategic account ownership.

Business Unit Led collaboration and operational excellence

• Act as the connecting point between strategic customers, regional Sales Managers, Business Unit leadership, Marketing and Commercial Operations.
• Complement regional Sales Managers by focusing on enterprise-level customer engagement, strategic partnerships, long-term account development and cross-functional account priorities.
• Partner closely with regional Sales Managers to align strategic account priorities with local commercial execution.
• Use the Business Unit Led model to simplify governance, accelerate decisions and reduce hand-offs between strategy and execution.
• Lead cross-functional account teams through influence rather than formal authority and establish disciplined rhythms for reviews, decisions and follow-up.
• Lead selected strategic projects within the Surgery organization that improve customer value, commercial effectiveness, operational efficiency or scalable execution.
• Support the Commercial Operations Lead and Surgery Leadership Team with strategic customer insights, emerging opportunities and recommended actions.
• Use data, CRM and commercial systems consistently to strengthen visibility, accountability and decision quality.

Governance and leadership

• Ensure activities are conducted in line with company policies, legal requirements, healthcare compliance expectations and Credo-based decision-making.
• Demonstrate strong leadership, resilience, agility and an enterprise approach in a changing organization.
• Share account insights and standards across Surgery and support continuous improvement of strategic account management capabilities.

Qualifications / Requirements:

Required qualifications and experience

• Master’s degree or relevant business experience (commercial, economics, strategy).
• Relevant experience in strategic account management, commercial leadership, business development or a comparable role.
• Strategic problem solver combined with the strong execution to turn plans into measurable results.
• Consistent track record to establish collaborations and to lead complementary teams without formal authority.
• Strong negotiation, analytical, project management and problem-solving capabilities.
• Fluent Dutch and strong written and spoken English.
• Ability to lead complexity, ambiguity and challenging priorities while maintaining customer focus and execution quality.

Preferred qualifications and experience

• Experience in MedTech, healthcare, pharmaceuticals or another regulated industry.
• Knowledge of the Dutch healthcare landscape, hospital governance, procurement and tendering dynamics.
• Experience with strategic partnerships, value-based propositions, complex contracting or multi-stakeholder account development.
• Confidence working with CRM, analytics, reporting and commercial planning tools.

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 - €123,395.00

Benefits:

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.