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 https://www.jnj.com **Job Function:** Pharmaceutical Sales **Job Sub** **Function:** Sales – Pharm (No Commission) **Job Category:** Professional **All Job Posting Locations:** Zagreb, Grad Zagreb, Croatia **Job Description:** **SENIOR KEY ACCOUNT SPECIALIST- HEMATOLOGY** **Location: Zagreb, Croatia** **Territory to cover:** **East central, and north-west part of Croatia** **Contract: full time, permanent** **JOB DESCRIPTION** Senior Key Account Specialist handles commercial activities in the field in order to achieve the company’s objectives, to ensure attaining targets via an objective, balanced and fair presentation of the company’s medicines. They are charged with sales efforts and proper relationship development with therapeutic area specialists, pharmacists and administrative leads within appointed institutions and surrounding hospital service areas and stakeholders. Senior Key Account Specialist possesses in-depth expertise in therapeutic area, demonstrates ability to learn appointed therapeutic area, demonstrates strong selling and proper relationship skills, broad knowledge of payer dynamics and competitors. They are also responsible for all business management within their territory and cross-functional account management within Johnson & Johnson. They demonstrate transparent and constructive conversations to support or influence the creation of trustworthy and collaborative working environment internally, during the team/company meetings and externally, to show behavior that helps to strengthen Johnson & Johnson's position as a company with high reputation and credibility. **The responsibilities & the impact:** **Commercial** • Achieve sales target in assigned territory by highly ethical and compliant customer-oriented approach • Demonstrate deep knowledge of assigned Johnson & Johnson´s products and competitors (testing on the meetings, feedback from managers and external customers) • Prepare, follow-up and execute visits in assigned territory based on cycle strategy (adherence to the Plan of Action in iCONNECT) • Organize, plan and manage daily number of expected visits, frequency of visits in line with the categorization • Assess needs of targeted physicians and other HCP stakeholders and update them on regular basis • Address needs with responsive approach and appropriate resources • Analyse and use available reports and information to understand impact of past customer interactions, suggest new ways of communication to improve interactions with customers • Co-develop and execute territory business plans • Daily report obligation in the iCONNECT system • Follow and execute determined market specific and strategic marketing activities in the field • Look for new customers and new opportunities • Liaise with HCPs who belong to prescribed target group and with partners who play a part in realizing the commercial objectives (e.g. opinion leader, pharmacies, nurses) • Give speeches and conduct hospital presentations • Prepare and organize events, with full ownership • Represent the company at congresses • Regular maintenance of the database, targeting • Classify customers into accounts, organizing activities knowing the customer’s role within the account • Know the market and competitors' activities • Financial discipline, settlements made accurately, precisely and on time • Knowledge of the products, knowledge of the therapeutic area (TA), knowledge of technical literature • Safekeeping and maintenance of the assets entrusted • Active participation in the cycle and sales meetings • Active participation in the trainings • Compliance with deadlines and SOPs **Business Relationships** • Build lasting proper relationships with HCPs and KOLs. Demonstrate deep knowledge of target physicians and other related and assigned stakeholders, understand the importance of market segmentation and maintain the iCONNECT application up to date. Manage relationships within institutions on assigned territory (area). Manage all business dynamics within target accounts aligned to promotional areas. **Teamwork** • Coordinate efforts with territory partners (other functions) in a team environment. Assess account needs and bring relevant cross-functional skills into the plan as appropriate • Work closely with relevant Medical Manager in order to target appropriately customer’s need in the field of Medical Education / Information. • Create trustworthy and collaborative working environment internally and externally, with the main objective to strengthen Johnson & Johnson's position as a company with high reputation and credibility **Access** • Use appropriate and compliant relationship skills to gain access to physicians and institutionss • Assess accounts and bring relevant cross functional skills/teams for solutions and business growth • Fulfill other tasks or duties set by direct manager **QUALIFICATIONS** + University Degree in Medicine, Pharmacy or Biomedical science + 5+ years of experience in ethical promotion of innovative treatment options or relevant clinical experience + Strong commitment to compliance, scientific quality and integrity + Ability to travel across country, in assigned territory + Excellent communication and presentation skills (both written and spoken) + Strong planning and organizational skills and the ability to complete tasks effectively + Ability to work collaboratively in a cross-functional team environment + Positive attitude and personal accountability + Courage to take action and responsibility for solutions/results; willing to be challenged + Strong business acumen and proficient use of business tools, possesses strategic and critical thinking capabilities + Strong customer focus and service-oriented personality; proactive attitude; sense of urgency; open for innovations; strong analytical and numerical skills + Ability to understand and interpret the market, customers and competition + Native local speaker and fluent English knowledge of both spoken and written + Compliant driver- B driving license