Sales Lead East EP ICE (Intracardiac Echocardiography) MedTech Sales Hamburg Save Saved

MISSION

Drive ICE revenue, procedure adoption and market share across West EMEA by building and executing country growth plans with local EP teams. Protect the existing customer base, expand utilization in active accounts and win new users through coordinated commercial execution, clinical enablement and customer education. Translate the EMEA ICE strategy into measurable account-level outcomes while maintaining pricing discipline and compliance.

REPORTING & COLLABORATIONS

Partner with the EMEA ICE Lead, the East EMEA counterpart and country EP business leaders (GM). Lead the assigned ICE team under the approved organization model, with a team of 6 EP UCAS. Collaborate 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. The primary remit is electrophysiology; coordinate shared-account opportunities with the Structural Heart team without duplicating ownership.

PRINCIPAL TASKS

• Commercial strategy and growth: own delivery of agreed West EMEA ICE sales, volume and adoption objectives in partnership with country EP leaders.
• Develop annual and quarterly country plans that prioritize 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.
• Strategic accounts and market development: establish joint account plans with local teams and engage the 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, including training, workflow integration, equipment availability, funding and 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, without assuming reimbursement availability.
• 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.
• Portfolio and launch execution: 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.
• Commercial operations: 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.
• Team leadership: 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, partnering with functional leaders on development plans.
• 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.
• Governance and compliance: 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.
• Foster an inclusive, collaborative culture grounded in the Johnson & Johnson Credo and clear accountability.
• Success measures: delivery against agreed revenue and volume targets, active and repeat-use accounts, new-account conversion, retention, forecast accuracy and pricing discipline.
• Track launch milestones, training readiness, account activation and resource deployment alongside commercial outcomes; numerical targets to be agreed through business planning.

QUALIFICATIONS

A commercially driven leader who combines EP market knowledge with a strong understanding of ICE and ultrasound adoption. Able to convert regional strategy into local execution, build trusted customer relationships and mobilize teams across a complex matrix. The following requirements are proposed for hiring-team validation.

TRAINING & 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.

KEY SKILLS

• Strategic commercial leadership and disciplined execution.
• Consultative selling, negotiation and value-based customer engagement.
• Team coaching, capability development and collaborative leadership.
• Prioritization of accounts, investments and field resources across multiple markets.
• Integrity, sound judgement and commitment to the Johnson & Johnson Credo.
• Adaptability, learning agility and change leadership.
• Influence without authority and effective cross-cultural matrix collaboration.
• Analytical thinking and data-driven business planning.
• Clear communication with customers, country teams and regional leadership.
• Entrepreneurial mindset balanced with operational and compliance discipline

This role is open to candidates based anywhere in Europe.

Required Skills:

Preferred Skills:

Business Development, Customer Centricity, Developing Others, Healthcare Trends, Inclusive Leadership, Interpersonal Influence, Leadership, Market Knowledge, Objectives and Key Results (OKRs), Presentation Design, Process Improvements, Revenue Management, Sales, Solutions Selling, Strategic Sales Planning, Sustainable Procurement, Vendor Selection

The anticipated base pay range for this position is:

€79,100.00 - €127,650.00

Benefits:

In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.

• This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.

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Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation