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:

The Key Account Specialist

Territory to cover: half of Croatia

Base location.: Croatia

The Key Account Specialist is responsible for driving business growth and cultivating strategic relationships with physicians, pharmacists, and administrative stakeholders across designated institutions and surrounding hospital service areas. This role requires a deep understanding of the assigned therapeutic areas, strong commercial acumen, and the ability to navigate complex healthcare environments with integrity and professionalism.

Key Responsibilities:

Business Excellence

• Achieve business targets through ethical, customer-focused promotion of the assigned J&J product portfolio.
• Demonstrate comprehensive knowledge of disease states, therapeutic areas, and the competitive landscape.
• Execute territory visits aligned with cycle strategy and Plan of Action (via iCONNECT).
• Continuously assess and respond to customer needs with tailored solutions and resources.
• Analyze customer interaction data to refine communication strategies and enhance engagement.
• Co-develop and implement territory business plans in collaboration with cross-functional teams.

Strategic Business Management

• Understand healthcare budgeting and reimbursement principles relevant to the territory.
• Monitor health-economic trends in alignment with the Market Access department.
• Manage all business dynamics within target accounts, ensuring alignment with promotional priorities.

Relationship Development

• Build and maintain long-term, trust-based relationships with HCPs and KOLs.
• Maintain up-to-date segmentation and stakeholder profiles in iCONNECT.
• Foster strong institutional relationships across the territory.

Cross-Functional Collaboration

• Work closely with Medical Managers to align field activities with medical education and information needs.
• Coordinate with internal partners (e.g., Market Access, Medical Affairs, Marketing) to deliver integrated account solutions.
• Contribute to a collaborative and credible internal culture that reflects J&J’s reputation for excellence.

Access & Influence

• Apply compliant relationship-building skills to gain access in challenging environments.
• Identify account needs and mobilize cross-functional resources to support business growth.
• Support the development of innovative access strategies in partnership with internal stakeholders.

Qualifications & Requirements

• Education: University/Bachelor’s degree or equivalent, preferably in a medical or life sciences discipline.
• Experience: Minimum of 3 years promoting innovative treatments within the pharmaceutical industry.
• Territory: National coverage; willingness to travel.
• Skills & Attributes:
  • Strong communication skills (oral, written, presentation, listening)
  • Fluent in the local language and English (spoken and written)
  • High ethical standards and trustworthy character
  • Proven customer focus and service-oriented mindset
  • Analytical thinking, organizational skills, and adaptability
  • Ability to challenge the status quo and embrace change
  • Team player with a multi-tasking mindset and open communication style
  • Proficiency in digital tools and CRM systems (e.g., iCONNECT)

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Analytical Reasoning, Business Behavior, Business Development, Business Savvy, Channel Management, Channel Partner Enablement, Coaching, Competitive Landscape Analysis, Customer Centricity, Customer Relationship Management (CRM), Data Analysis, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Sales Channels, Sales Trend Analysis, Versatility