International Key Accounts Lead – this hybrid position will be located in Switzerland, Italy or the UK. Candidates should apply to the country that aligns with their preferred location.
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Position Summary
The International Account Director is responsible for the development, ownership, and execution of international account strategies for selected large, multicountry hospital groups and healthcare systems. The role carries full international accountability for approximately EUR 100 Mio in strategic customer business, with clear ownership for growth, retention, and long‐term value creation across geographies.
Travel requirement: Up to 50% international travel. Location: EMEA – home office based.
Key Responsibilities
* Own and execute international account strategies aligned with regional and franchise priorities
* Full responsibility for ~EUR 100 Mio in international strategic accounts, ensuring sustainable growth and customer retention
* Translate customer system strategies into clear, actionable international account plans
* Act as primary international interface for assigned strategic customers
* Build and maintain trusted C‐suite and senior executive relationships at international and regional level
* Develop deep understanding of customer priorities, procurement dynamics, and system‐level challenges
* Lead complex international negotiations, including multiyear framework, category, or whole‐business agreements
* Ensure alignment between international agreements and local market implementation
* Lead virtual, cross‐country account teams without formal authority
* Align country leadership and functions around shared priorities, milestones, and execution
* Build and lead an EMEA Key Account Manager community to accelerate best‐practice sharing, peer learning, and consistent strategic account ways of working
* Act as a role model and capability builder for Key Account Management in countries – coaching teams, supporting talent development, and driving adoption of tools, governance, and international account planning standards
Success Profile
* Is recognized by customers as a trusted strategic partner
* Demonstrates clear ownership of large‐scale international business (~EUR 300 Mio)
* Delivers international agreements that are adopted locally
* Mobilizes diverse stakeholders to execute consistently across countries
* Builds and sustains an active commercial/sales leadership community
* Acts as a role model and capability builder for strategic selling and account leadership – coaching teams and strengthening account planning, governance, and execution discipline
* Leads through influence and credibility, aligning senior stakeholders and country leadership without formal authority
* Creates scalable ways of working (templates, playbooks, governance, cadence) that improve consistency and speed of execution across markets
* Negotiates with a value‐based, long‐term mindset, balancing customer outcomes, compliance, and profitable growth for the company
* Communicates with executive‐level clarity – able to synthesize complexity into crisp narratives, decisions, and actions
Preferred Skills
* Account Management
* Alliance Formation
* Business Alignment
* Commercial Awareness
* Customer Centricity
* Customer Experience Management
* Goal‐Oriented
* Interpersonal Influence
* Medical Technology
* Personalized Services
* Revenue Management
* Sales Prospecting
* Solutions Selling
* Stakeholder Engagement
* Sustainable Procurement
* Tactical Planning
* Technical Credibility
* Vendor Selection
Base Pay Range
EUR 95,900.00 – 165,370.00
Benefits
In addition to base pay, the role offers an annual bonus with a set target (percentage of pay) and opportunities for sales commissions. Additional benefits include vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well‐being reimbursement, and programs for financial, physical and mental health. Service anniversary and recognition awards are also provided, and employees may participate in various insurance plans as subject to their respective plans. xrdztoy For more information, visit Employee benefits | Supporting well‐being & career growth | Johnson & Johnson Careers.