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:

Key Account Management – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

Ljubljana, Slovenia, Zagreb, Grad Zagreb, Croatia

Job Description:

Cell Therapy Account Lead (CTAL) - Slovenia and Croatia

Ideally based: Ljubljana, Slovenia or Zagreb, Croatia

Territory to cover: Slovenia & Croatia

Full time job

Context: CAR-T therapy is a new class of treatment, involving a complex process for the hospitals that will (i) play an essential role in the manufacturing process through cell collection and storage and (ii) deliver the treatment to patients and ensure appropriate follow-up. Several investigational CAR-T products will come to the market in the coming years, creating a new kind of burden for hospitals who will need to be certified. While clinical profile will remain essential, the user experience, and the ease of getting set up will play a big role in the choice of treatment.

Johnson & Johnson (J&J) objective for CAR-T is to deliver the best-in class Go-To-Market (GTM) to delight our stakeholders and differentiate from competitors. Due to the nature of CAR-T and the necessity to create a different kind of relationships with hospitals, new roles are required to deliver the EMEA GTM in Slovenia and Croatia.

 

Overall purpose of the role

The CTAL is a business-level partner to the site CAR-T lead physician, hospital management and Quality team. He/she is responsible for developing the overall Johnson & Johnson cell therapy site strategic plan, operating as One Face to the site for set up and certification, and responsible for delivering best in class experience. The CTAL also acts as the key partner during operations and assist sites in ongoing capacity optimisation.

 

Main areas of responsibility – Pre-launch of CARVYKTI

• Develops overall J&J cell therapy sites strategic plan

• Supports site selection/sizing potential and develops the business case for the site eligibility

• Activates sites and establishes relationships with key stakeholders/ decision makers for certification purposes only

• Facilitates transition of clinical sites into certified commercial sites

 

• Operates as One face to the site to enable best in class experience during site certification and activation

• Plans, tracks, and monitors the timely activation of J&J CAR-T sites

• Leads the local execution of the site certification activities:

  • Coordinates all J&J stakeholders around site certification incl. the Site Certification Squad, the EMEA COE and the OpCo/cluster medical teams

  • Drives contracting process by working with legal professionals to ensure it is streamlined for hospital team

  • Works with the supply chain, quality, regulatory, legal, compliance and medical teams to establish site protocols and processes around CAR-T

  • Ensures implementation of cell therapy operations into hospital guidelines

  • Develops site certification training strategy that is tailored to the site and orchestrates its delivery

 

Main areas of responsibility – Post-approval of CARVYKTI

• Acts as key site partner

• Facilitates contracting & economic processes

• Coordinates the creation of account plan and implementation of activities

• Maintains relationships with key hospital decision makers to ensure continued access to cell therapy, with support from market access representatives as needed

• In collaboration with Cell Therapy Coordinator, resolves issues during ongoing operations – navigates J&J network for direct access to appropriate resources

• Brings customer insights into creation of brand/business strategies and materials

• Proactively identifies issues, opportunities, and resolutions and can present and effectively communicate issues and recommendations to brand- and leadership teams.

• Proactively assist sites in ongoing optimization of processes, infrastructure, and capabilities:

• Coordinates slot allocation / re-allocation to support product uptake

• Orchestrates site capacity mapping and site demand forecasting

• Monitors site performance, conducting site reviews with key J&J and hospital stakeholders

• Oversees and monitors overall site operations using agreed metrics and reports to the CVT

• Drives site resourcing and capabilities discussions as needed

• Supports operational improvement at through customer feedback and partnering with relevant stakeholders to drive implementation

• Timely reports issues via appropriate routes such as raising system bugs or Product Quality Complaints

 

Skillset

• Strategic thinking, ability to implement business plans, strong communication and negotiation skills

• Ability to cultivate senior level relationships and create partnerships with stakeholders

• Strong responsiveness and flexibility to provide rapid on-site support upon request from CAR-T physician in both countries

• Understanding of dynamics in complex organizations and ability to influence people

• Strong TA, disease and product knowledge

• Deep understanding of hospital operations

• Strong project management skills

• English proficiency; fluency in Slovenian and Croatian

Background

• Advanced degree in life sciences and / or business

• Bio/pharma experience needed, haematology / oncology or cell therapy experience desired

• Experience in a CRO, as an MSL or in Supply Chain is appreciated

• At least 5 years of prior experience in key account management in a healthcare environment

• Project management and hospital experience

Interactions with

J&J :

• local medical, quality and commercial teams

• EMEA site certification team, supply chain, quality, cell therapy operations, local and regional legal and healthcare compliance teams

Hospital sites:

• Primary contact: CAR-T lead physician, hospital management

• Secondary contacts: quality team, hospital CAR-T team

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Alliance Formation, Coaching, Commercial Awareness, Competitive Landscape Analysis, Customer Centricity, Customer Experience Management, Interpersonal Influence, Personalized Services, Pharmaceutical Sales Marketing, Process Improvements, Program Management, Revenue Management, Sales Presentations, Sales Trend Analysis, Solutions Selling, Strategic Thinking, Technical Credibility