Commercial Accounts 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 https://www.jnj.com

Job Function:

Pharmaceutical Sales

Job Sub Function:

Key Account Management – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

North Ryde, New South Wales, Australia

Job Description:

• Great Place to Work® Certified – 2025
• Johnson & Johnson named a 2025 Fortune World’s Most Admired Company
• Competitive salary package, flexible work practices, award winning benefits
• Continuous training and development

ABOUT INNOVATIVE MEDICINE

Our expertise in Innovative Medicine is informed and inspired by patients, whose insights fuel our science-based advancements. Visionaries like you work on teams that save lives by developing the medicines of tomorrow.

Join us in developing treatments, finding cures, and pioneering the path from lab to life while championing patients every step of the way.

Learn more at https://www.jnj.com/innovative-medicine

THE OPPORTUNITY

We’re hiring a Commercial Accounts Manager to lead tailored commercial solutions across the end-to-end lifecycle of the J&J Innovative Medicine portfolio. This is a strategic, business-advisory role which includes leading, shaping and negotiating tailored business solutions across the end-to-end lifecycle of J&J IM pharmaceutical portfolio (including established products).

The role entails working with a team to:

• Maximise sales and profitability of J&J IM portfolio assets across the product lifecycle
• To identify, develop and deliver long term strategic partnerships with internal/external customers
• Specific and focused responsibility to deliver on sales for Established Product portfolio (BP, JU, LRFP).

This role encompasses work across the broad lifecycle of the J&J IM product portfolio spanning early access and post patent expiry.  As such it requires strong internal and external partnerships and the ability to leverage both commercial acumen and clinical understanding to advise on and create strategies and approaches in market.

RESPONSIBILITIES

• Lead portfolio strategy across lifecycle stages (early access to post-patent), including LOE planning, divestment and private-market solutions.
• Own preparation, submission and ongoing management of tenders, contracts and pricing proposals; drive compliant, timely submissions and contract implementations.
• Act as the commercial and channel advisor for wholesalers, hospital/state accounts and distributor relationships; manage strategic partnerships and negotiations.
• Provide commercial forecasting and insight: present demand and financial forecasts, explain market drivers and recommend tactical responses.
• Develop market-informed defence strategies vs. generics/biosimilars and create value propositions beyond price.
• Collaborate cross-functionally (Legal, Supply, Finance, Medical, Regulatory, Quality, Sales) to deliver integrated business solutions.
• Coach and mentor team members; embed ethical standards and J&J Leadership Imperatives into decision making.

What success looks like:

• Strong tender and contract win rate at approved pricing
• Improved portfolio margin and sales performance for established products
• Trusted internal/external advisor relationships and positive stakeholder feedback

ABOUT YOU

• Tertiary qualification in business, finance or accounting or related degree
• Minimum of 5-10 years’ experience in the pharmaceutical, healthcare industry
• Familiarity with the Industry Code of Conduct (Australia)
• Solid understanding of the Australian Healthcare System
• Commercial experience in negotiating large scale contracts or agreements 
• Broad Market and Product knowledge and understanding
• Strong collaborate skills with cross-functional stakeholders
• Strong Negotiation Skills/ High Level of Commercial Acumen
• Understanding of national and state health policy issues
• Customer facing or business development experience
• Experience within similar sectors including pharmaceuticals, generics, purchasing.

Johnson & Johnson, as a world leader across multiple therapy areas, offers a dynamic environment with opportunities to learn and grow across a broad range of those therapeutic areas. We encourage candidates with a strong desire to learn and a willingness to adapt to new challenges to apply.

COMPANY CULTURE

• Competitive remuneration package.
• Continuous training and support.
• Award-winning leadership development programs.
• Inclusive, flexible, and accessible working arrangements.
• Equal opportunity employer supporting diversity and inclusion.

WHY CHOOSE US:

• Competitive remuneration package and continuous training.
• Supportive environment with award-winning leadership development programs.
• Inclusive, flexible, and accessible working arrangements for all.

OUR BENEFITS:

• Up to 18 weeks of parental leave to support new parents.
• 4 days of volunteer leave to give back to the community.
• Option to purchase up to 2 weeks of additional annual leave for extra time off.
• Enjoy a dedicated Wellbeing Day to prioritize self-care.
• Global Wellness Reimbursement of $780 per year for healthy eating, exercise, or mindfulness activities.
• Access to an Employee Assistance Program for personal and professional support.
• Enhanced leave provisions for compassionate (caregiver) leave, providing up to 30 days of additional support.
• Life insurance coverage for added peace of mind.

 And much more...

Great Place to Work® Certified– 2025
Great Place to Work® Certification recognises employers who create outstanding employee experience. The certification process is recognised worldwide as the global benchmark for identifying outstanding workplaces.   

Johnson & Johnson - Australia and New Zealand was certified as a Great Place to Work® in ANZ in its first year of participation.

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