Johnson & Johnson
Head of Strategic Account Management
- Permanent
- Riyadh, Saudi Arabia
- Experience 5 - 10 yrs
- Urgent
Job expiry date: 30/04/2026
Job overview
Date posted
16/03/2026
Location
Riyadh, Saudi Arabia
Salary
SAR 30,000 - 40,000 per month
Compensation
Job description
The Head of Strategic Account Management (Pharmaceutical Market Access) role at Johnson & Johnson Innovative Medicine in Riyadh, Saudi Arabia is a senior leadership position within the Market Access function responsible for leading the Strategic Account Management (SAM) strategy across key healthcare institutions in the Kingdom. The role focuses on driving market access, pricing strategy, reimbursement strategy, and formulary inclusion for pharmaceutical products while aligning closely with internal functions including Marketing, Sales, Health Economics Market Access and Reimbursement (HEMAR), Medical Affairs, Operations, Supply Chain, Tenders and Pricing, and Commercial teams. The position oversees the development and execution of account business planning and customer-centric strategies that strengthen partnerships with healthcare institutions, regulators, and key opinion leaders while delivering sustainable financial performance. The SAM Lead is responsible for building long-term relationships with major stakeholders including ministries, regulatory authorities, hospitals, distributors, and procurement entities such as NUPCO and the Ministry of Health (MOH). The role includes negotiation of pricing strategies, tender management processes, and reimbursement pathways while ensuring optimal product availability and preventing stock shortages, excess inventory, or expiries across healthcare sectors. The position requires collaboration with HEMAR leads to develop health economics models and value propositions that support reimbursement and listing strategies. The Head of Strategic Account Management also drives cross-functional coordination across marketing, commercial, and medical teams to align tactical initiatives with broader business objectives. Responsibilities include translating market trends, healthcare system insights, and competitive landscape analysis into actionable strategies, communicating customer insights to leadership, and briefing the Saudi leadership team on changes in the healthcare environment and emerging strategic opportunities. The role requires leading and mentoring Strategic Account Managers, ensuring team capability development, workforce planning, and performance management while maintaining financial accountability for key account targets and business objectives. The position requires extensive experience in pharmaceutical key account management, direct engagement with government healthcare systems including MOH and procurement bodies such as NUPCO, and strong understanding of health economics, healthcare market access frameworks, regulatory compliance requirements, pricing strategies, and tender operations within the pharmaceutical industry.
Required skills
Key responsibilities
- Develop and execute the Strategic Account Management strategy aligned with Johnson & Johnson’s Market Access and commercial objectives while coordinating with Marketing, Sales, and HEMAR teams.
- Define key account business plans including priorities, budgets, performance objectives, and resource allocation to achieve financial and operational targets.
- Monitor healthcare market trends and translate insights into customer-centric proposals that support market access, reimbursement strategies, and formulary inclusion.
- Serve as the primary strategic contact for C-suite executives within major healthcare institutions and maintain long-term partnerships with regulators, healthcare organizations, and key opinion leaders.
- Lead negotiations related to pricing strategies, tender management, formulary inclusion, and reimbursement in collaboration with HEMAR Leads and pricing teams.
- Coordinate cross-functional account teams including marketing, commercial, medical, and supply chain to implement account strategies and deliver aligned execution plans.
- Develop health economics models and value propositions with HEMAR teams to support reimbursement, listing strategies, and health economic evaluation.
- Communicate customer insights, healthcare system developments, and competitive landscape intelligence to internal stakeholders and the Saudi leadership team.
- Provide leadership, coaching, and mentorship to Strategic Account Managers while ensuring high team performance and capability development.
- Identify and prioritize key healthcare accounts across the Kingdom and strengthen relationships with planners, purchasing departments, clinical pharmacists, hospital supply managers, and procurement stakeholders.
- Ensure product availability across healthcare sectors while preventing stock shortages, excess inventory, or product expiries through coordination with supply chain and operations teams.
- Own financial accountability for key account performance and ensure achievement of account plans and revenue targets.
Experience & skills
- Hold a Bachelor’s degree in Pharmaceutical Science with postgraduate studies considered an advantage.
- Possess approximately 8+ years of experience in pharmaceutical companies with at least 5 years in key account management and market access roles.
- Demonstrate experience managing major healthcare accounts including Ministry of Health (MOH) institutions and government procurement organizations such as NUPCO.
- Show previous experience in people management and leadership of strategic account management teams.
- Possess strong knowledge of health economics, pricing strategies, reimbursement frameworks, and pharmaceutical market access processes.
- Demonstrate capability in competitive landscape analysis, market opportunity assessment, health intelligence interpretation, and healthcare market knowledge.
- Maintain proficiency in regulatory compliance requirements relevant to pharmaceutical market access and healthcare procurement.
- Communicate fluently in English and Arabic to manage internal collaboration and external stakeholder engagement.
- Lead complex multi-disciplinary projects involving cross-functional teams including marketing, commercial, medical affairs, tenders and pricing, and supply chain operations.