About the vacancy
Sales
Sales
Business Development
Sales
Business Development
R&D
Diagnostics
Diagnostics
Staff
Administrative
Project Management
Administrative
Project Management
About Your Next Job
- Lead the expansion of intracardiac echocardiography (ICE) in electrophysiology (EP) across EMEA, translating regional strategy into sustainable commercial growth and customer adoption.
- Within Johnson & Johnson MedTech Electrophysiology, this role connects dedicated ICE expertise with country commercial teams to develop the Electrophysiology ultrasound business.
- The role combines commercial leadership, strategic account development and cross-functional execution, working closely with local EP leaders, ultrasound clinical specialists, Marketing, Professional Education and Health Economics & Market Access.
About Your Next Colleagues
- Reports to the EMEA ICE Lead and collaborates with the East EMEA counterpart and country EP business leaders (GM).
- Leads a team of 6 EP UCAS (Ultrasound Clinical Application Specialists).
- Partners with local Sales and Clinical teams, Marketing, Professional and Commercial Education, Medical Affairs, Health Economics & Market Access, Finance, Supply Chain, Regulatory, Quality and equipment partners.
- Primary remit is electrophysiology; coordinates shared-account opportunities with the Structural Heart team without duplicating ownership.
About Your Tasks and Responsibilities
- Own delivery of agreed West EMEA ICE sales, volume and adoption objectives in partnership with country EP leaders.
- Develop annual and quarterly country plans prioritizing opportunities by EP procedure potential, installed base, customer readiness, market access and available clinical support.
- Translate the EMEA ICE strategy into account-level actions, milestones and resource priorities with clear ownership agreed between regional and country teams.
- Apply a protect, grow and win approach: retain existing ICE customers, increase repeat utilization, reactivate dormant accounts and develop new or competitive accounts.
- Build a qualified opportunity pipeline, conduct regular business reviews and implement corrective actions when sales or adoption milestones are at risk.
- Establish joint account plans with local teams and engage clinical and economic stakeholders involved in ICE adoption.
- Build relationships with electrophysiologists, imaging stakeholders, EP laboratory teams, procurement and hospital management to understand account needs and decision pathways.
- Identify barriers to adoption (training, workflow integration, equipment availability, funding, account economics) and coordinate practical action plans.
- Partner with Health Economics & Market Access and country teams to communicate approved value propositions and support locally appropriate business cases.
- Monitor competitive activity, customer feedback and market developments, translating insights into regional actions and recommendations to EMEA leadership.
- Develop a regional network of key opinion leaders and reference centers with Medical Affairs and Professional Education, following applicable engagement and compliance requirements.
- Coordinate commercial readiness and adoption plans for the ICE and CARTOSOUND portfolio, subject to local approvals, availability and approved indications.
- Align account activation with equipment readiness, software compatibility, training and clinical coverage, working with the equipment partnership’s function and relevant suppliers.
- Partner with Professional and Commercial Education to prioritize physician education, simulation and field-team training based on account adoption needs.
- Ensure a structured handover from evaluation and initial training to repeat use, with clinical specialists providing product support within their certification and role boundaries.
- Maintain accurate sales and demand forecasts, CRM records and pipeline visibility; coordinate supply requirements and escalate availability risks.
- Execute approved pricing and tender strategies with country teams, protecting value and profitability within delegated authority and agreed budgets.
- Align the assigned ICE team around clear country and account priorities, responsibilities and execution standards.
- Coordinate deployment of ultrasound clinical specialists with local EP teams, balancing new-account activation, education and support for established users.
- Establish a joint operating rhythm with country Sales Managers and Clinical leaders, clarifying account ownership, escalation routes and resource commitments.
- Coach team members in consultative selling, account planning, stakeholder engagement and disciplined follow-through.
- Ensure relevant product training and certification are completed before independent field activities and that clinical questions are directed to appropriately qualified colleagues.
- Partner with HR and country leadership on recruitment, onboarding and capability planning within the approved headcount model.
- Ensure customer interactions, educational activities and commercial communications use approved processes and materials and respect local requirements.
- Uphold quality, patient safety, data privacy and healthcare compliance standards, including timely escalation of product complaints and safety information.
About Your Skills and Experience
- Degree in business, life sciences, engineering or a related discipline, or equivalent relevant professional experience.
- Strong knowledge of the medical device commercial environment, hospital purchasing processes and healthcare compliance requirements.
- Substantial experience in medical device sales or business development, with a demonstrated record of growth in electrophysiology or a closely related cardiovascular field.
- Experience translating regional strategy into country and account plans; multi-country commercial experience is strongly preferred.
- Strong understanding of EP workflows and ICE applications; direct experience with ultrasound, ICE or mapping-integrated imaging is highly desirable.
- Demonstrated leadership of sales, clinical-commercial or cross-functional teams, through direct management and/or matrix leadership.
- Experience launching technologies and developing markets where education, access and workflow influence adoption.
- Proven ability to develop strategic accounts and engage clinical leaders, procurement and hospital decision makers.
- Strong commercial acumen, including forecasting, opportunity management, pricing, tenders and resource planning.
- Fluent written and spoken English; additional languages relevant to the assigned West EMEA markets are an advantage.
About Your Benefits
- Annual bonus with set target (% of pay) depending on pay grade/location, based on employee and company performance of the previous calendar year, or sales commissions.
- Vacation days, parental leave (minimum 12 weeks), bereavement leave, caregiver leave, volunteer leave.
- Well-being reimbursement and programs for financial, physical and mental health.
- Service anniversary and recognition awards.
- Insurance plans (subject to terms of respective plans; employees and in some locations eligible dependents can participate).
- For the Netherlands: 8% holiday allowance included in the annual base pay.
Where Molecules Meet Opportunities
- At Johnson & Johnson, 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 expertise in Innovative Medicine and MedTech, we innovate across the full spectrum of healthcare solutions to deliver breakthroughs of tomorrow and profoundly impact health for humanity.
- Guided by Our Credo, Johnson & Johnson is responsible to employees worldwide, providing an inclusive work environment where each person is considered as an individual and their merit is recognized.
- The role is part of Johnson & Johnson MedTech Electrophysiology, focusing on intracardiac echocardiography (ICE) in electrophysiology (EP) to drive commercial growth and customer adoption.
Only apply if...
- Degree in business, life sciences, engineering or a related discipline, or equivalent relevant professional experience.
- Strong knowledge of the medical device commercial environment, hospital purchasing processes and healthcare compliance requirements.
- Substantial experience in medical device sales or business development, with a demonstrated record of growth in electrophysiology or a closely related cardiovascular field.
- Fluent written and spoken English; additional languages relevant to the assigned West EMEA markets are an advantage.
Contact person
Frank Helmus
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