Senior Account Manager

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 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.

Job Function:

MedTech Sales

Job Sub Function:

Channel Sales – MedTech (Commission)

Job Category:

Professional

All Job Posting Locations:

Shanghai, China

Job Description:

Position Overview

The mission of this position is to support business growth through effective sales planning, sell-in execution, and strategic customer negotiations. This role requires strong analytical capabilities, excellent cross-functional communication, and exceptional negotiation skills to secure favorable business terms and ensure accurate sales forecasting. Strong commercial & financial acumen; P&L‑driven distributor profitability analysis experience required.

Key Responsibilities

1.Sell-in Execution & Business Planning

• Drive sell-in target achievement by working closely with key customers and internal sales teams.
• Develop and manage monthly and quarterly sales plans aligned with business objectives.
• Monitor customer orders, inventory levels, and execution progress to ensure efficient sell-in flow.

2. Customer Negotiation (Core Focus)

• Lead commercial negotiations with distributors, including:
• Annual/quarterly business terms
• Promotions
• Supply and inventory agreements
• Build strong customer relationships while securing the most favorable commercial positions for the company.
• Analyze competitive dynamics to prepare negotiation strategies and proposals.
• Serve as the primary point of contact for customer escalations and conflict resolution.

3. Forecasting & MAPE Accuracy

• Manage demand forecasting with high MAPE accuracy, ensuring reliable projections for business operations.
• Collaborate with supply chain, finance, and commercial teams to provide timely and precise forecasts.
• Identify forecast deviations, analyze root causes, and implement corrective actions.

4.Commercial and financial acumen

• Have strong commercial and financial acumen, with the ability to interpret sales data, cost investments, and rebate structures from a P&L perspective.
• Able to translate financial insights into effective business planning, commercial decision‑making, and customer negotiations.

5. Internal & External Communication / Coordination

• Act as a key liaison between sales, marketing, supply chain, finance, and customer operations teams.
• Ensure alignment on sales plans, product availability, pricing strategy, promotion execution, and operational timelines.
• Coordinate cross-functional initiatives to support customer business development and performance tracking.

6. Business Reporting & Analysis

• Prepare regular business reviews, sales performance dashboards, and forecast analysis.
• Identify risks, gaps, and opportunities to support data-driven decision-making.
• Provide management with insights related to negotiation outcomes and customer profitability.

Key Requirements：

Education: University graduate major in business administration, marketing and related fields

Years of experience:

• At least 4-5 years of successful business development/ sales experience.
• Solid understanding of offline-channel business models; experience in offline national distributor management is highly preferred
• Key Account Management (KAM) experience is a strong advantage.

Attitude:

• Take responsibility & risk to show the way forward Act with speed, agility & pragmatism.
• Inspire & be the vision. Commit to create breakthrough result.
• Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach.
• Highly detail-oriented and data-driven, able to fluently analyze and act on performance metrics.
• Strong verbal and written communication skills. Experienced in communication and presentation skills and the ability to express thoughts logically and succinctly.
• With the ability to collaborate effectively with cross-functional teams and key stakeholders

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Business Savvy, Channel Management, Channel Partner Enablement, Communication, Customer Centricity, Market Savvy, Medical Technology, Problem Solving, Route to Market, Sales Channels, Sales Proposals, Sustainable Procurement, Vendor Selection