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
Job Function : MedTech Sales
Job Sub Function :
Job Category : Professional
All Job Posting Locations :
Madrid, Spain
Job Description :
At Johnson & Johnson Vision Care ACUVUE, we are seeking a dynamic, results-oriented Key Account Manager (KAM) to lead and grow our e-commerce channel.
This role is responsible for managing relationships with key online players and marketplaces, developing tailored commercial strategies, and executing data-driven growth plans that align with the company’s business goals.
The e-KAM will understand the consumer journey and how to impact on long term category growth from the channel he / she manages, properly monitoring specific KPI indicators (SCANR process) and implementing changes to drive, shape, change and lead e-Commerce KA in line with market strategies and Category opportunities.
Effective in influencing e-Commerce retail strategies related to omnichannel approach and advertising.
Manages and leads the achievement of sales results, market share targets and business objectives by developing and executing Joint Business Plans that address both e-commerce KAs & JJV growth objectives, ensuring perfect execution of Projects / Programs / Plans with tracking matrix with the objective of growing sales and the Contact Lenses and Consumer Eye Health categories.
Working Relationships :
Internal : Sales, Marketing, SFE, Customer Service, Professional Affairs, Senior leadership, Regional team.
External : Business – Customer account owners, Senior Management, ECPs, Regional team.
* Analyze and understand customers’ Business, objectives, shopper, consumer & category trends to optimize plans & business opportunities as to engage with customers for implementation of aligned goals and Joint Business Plan
* Develops & executes Joint business plan that addresses e-Commerce KA & JJV growth objectives & opportunities, ensuring perfect online execution of Projects / Programs / Plans with tracking matrix (SCANR) with the objective of growing sales and the Contact Lenses and Consumer Eye Health category
* Manages and evaluates strategic and tactical activities of new and established e-Commerce Key Accounts within channel
* Provide a valid contribution in intercepting and directing the evolutionary dynamics of the market; develop strategies and activities to fully seize the opportunities of online market
* Leads in regular business reviews with key customers & ensures tracking is in place for timely adjustments & / or updates.
* Negotiate internally for resources and coordinates the online channel strategy development with the Head of Key Account Manager and the General Manager.
* Active collaboration with the sales team in building omnichannel strategy for hybrid customers
* Manages A&P budget within guidelines, recommending avenues to optimize spends and to achieve positive business results.
* Prepares and conducts presentations to customer executives and decision-makers.
* Develops accurate sales forecasts and reports.
* Ensures all sales personnel and programs are healthcare compliant and Credo based with key focuses on customer sell-through & maintenance of healthy trade inventory.
* Regularly reviews Order To Cash (OTC) performance of KA(s) and seeks ways of increasing efficiencies and improvements.
Requirements :
* Solid knowledge of optical market dynamics and / or healthcare products and category will be strongly valued
* Minimum education required for competent performance : Bachelor’s degree; MBA or a Master in e-Commerce, digital marketing or e-business.
* At least 5 years of experience in Sales & Trade Marketing roles, in companies selling in hybrid markets (Online + brick&mortars / online + FMCG), with broad knowledge of sales&marketing strategies.
* At least 2 years of experience in e-commerce sales management and Amazon (both as a retailer and Amazon adv) management.
* Strong business acumen. Ability to think strategically about a category or a channel.
* Very strong analytical skills with ability to be both detailed and strategic.
* Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business results.
* Superior negotiation and influencing abilities. Problem solving attitude. Innovation drive.
* Customer focused and passionate to spend time with customer.
* Fluent in English and Spanish, spoken and written.
* Online business and e-Commerce retailer dynamics full and deep competence
* Strategy and Category development
* High analytical skills
* Business acumen and innovation
* Core selling
* Personal effectiveness
* Leadership
* Resilience through changes, challenges and uncertainty
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