Key Account Manager- RB Immunology - Mumbai
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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 jnj.com .
As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.
Job Function:
Pharmaceutical Sales
Job Sub Function:
Sales – Immunology (Commission)
Job Category:
Professional
All Job Posting Locations:
Mumbai, India
Job Description:
Position Summary
The Key Account Manager – Immunology is a target-carrying account owner responsible for launching and scaling the Tremfya franchise (PSO, PsA / psoriatic disease and the emerging IBD opportunity) across government / institutional reimbursed accounts. The role follows a focused launch-and-scale model: establish IL-23 leadership in high-readiness accounts, convert accessible patient pools into treated and continued patients.
Central access creation (Rate Contracts, registrations, listings, GTE and tenders) is owned by the Central Account Team; the incumbent facilitates that access at account level and converts it into procurement and reimbursed sales. Launch priority accounts are Army, CGHS and Railways,expanding to ESI, States, Autonomous institutes and PSU as the business scales. The unifying discipline is: Map deeply → Facilitate access → Shape protocol & biologic sequencing → Identify opportunity pool.
Major Duties & Responsibilities
In order of importance, briefly describe, in sentence form, the major responsibilities of this position as it exists today. Describe the job, not the person in the job. Each item should be a major responsibility, not a day-to-day activity. Typically no more than seven or eight major responsibilities ranked in order of highest percentage time to least.
Approximate
Major Duties / Responsibilities
Reimbursed Business Delivery & Tremfya Commercial Ownership
• Accountable for achieving Tremfya reimbursed sales targets (PSO, PsA and IBD SKUs) in assigned accounts, in line with the RB incentive plan
• Own the account outcome: grow account budget share and drive quarter-on-quarter reimbursed growth.
• Ensure accurate demand forecasting, order fulfilment coordination and timely account receivables in partnership with the Value and Supply teams.
• Map each account end-to-end, PsD / IBD patient pool, treating specialists, formulary and access status, and build a prioritized 360° launch account plan.
• Apply account-archetype logic: Army (early adoption / biologic leadership), CGHS (referral roadmap + formulary), Railways (scalable platform), ESI (future pathway), Autonomous / State (setting pathway and discussions for Franchise (Product promotion) & Medical Team for advocacy & protocol inclusion)
Facilitate Access & Navigate Reimbursement Pathways
• Facilitate the Value Team’s central access (Army RC, CGHS listing, Railway AMI/registration, GTE inclusion) at account level via account intelligence, documentation and ground follow-up, the KAM facilitates and utilises access .
• Navigate account-specific approval and procurement processes (e.g., Army MMF / PVMS, CGHS STC / non-STC, local-purchase routes) to minimise access-to-treatment timelines.
Value, Influence, Stakeholder Orchestration & Compliance
• Deliver the differential IL-23 value proposition vs IL-17 / anti-TNF competition, engage KOLs and government decision networks, and build advocacy for formulary and protocol inclusion .
• Act as cross-functional ‘quarterback’ across Medical, Franchise and Value; ensure ethical, compliant engagement and adherence to SOPs on tender interactions and HCC.
Quality, Regulatory & Compliance (QRC) Responsibilities
Describe important QRC responsibilities applicable for this job.
• Ensure all account and commercial activities comply with the J&J Credo, Health Care Compliance (HCC) policies, anti-bribery / anti-corruption standards and applicable local regulations.
• Adhere to SOPs on tender management, sales-achievement documentation, interactions with government officials and pharmacovigilance / adverse-event reporting requirements.
Key Performance Indicators
Primary measures of success for this position.
• Tremfya reimbursed business growth % and target achievement (PSO, PsA, IBD SKUs) vs. plan and vs. the incentive threshold.
• PsD / IBD accessible-pool conversion: eligible → treated patients, and account budget-share growth.
• New patient starts and patient continuation / persistence rates on Tremfya.
• Biologic-adoption progress: protocol inclusion, IL-23 share vs IL-17 / anti-TNF, and Stelara-to-Tremfya IBD upgradation.
• Access utilisation of Value-Team-secured RCs, listings and formulary inclusions (facilitation, not ownership).
• Quality of launch account plans, forecasting accuracy and KOL / stakeholder engagement.
Functional Competencies
Competencies (skills, knowledge and attributes) required to perform the job.
• Commercial / Target Delivery & Selling
• Biologic Adoption & Scientific Selling
• Strategic Account Management
• Access & Reimbursement Pathway Navigation
• Market & Policy Knowledge and Compliance
• Financial Acumen & Forecasting
Behavioural Competencies
Behavioural and leadership competencies required to perform the job (Leadership Imperatives).
• Collaboration and Partnering
• Influence and Impact
• Decision Making
• Customer & Patient Insights
• Change Management
• Ethical Conduct
Key Working Relationships
The most important working relationships inside and outside the company.
Internal
Value Team, Immunology Franchise, Medical Affairs (MAF), Market Access, Supply Chain, HCC and Finance teams.
External
Dermatologists, rheumatologists, gastroenterologists, KOLs, institutional decision-makers, government / scheme authorities, empanelled hospitals, distributors and service providers.
Required Skills:
Preferred Skills:
Account Management, AI Judgement Integration, Business Behavior, Clinical Experience, Competitive Landscape, Cross-Functional Collaboration, Cultural Competence, Customer Centricity, Data Savvy, Developing Partnerships, Immunology, Market Knowledge, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Sales, Sales Enablement, Sales Trends, Strategic Sales Planning
Job details
How this role compares
Computed from every other active Sales role in our database, not just this employer's listings.
We currently track 1316 comparable Manager Sales roles across 121 biopharma companies.
Salary context
279 of 1316 peers report a salary range (USD, annualized)
Peers share this role's job function and a matching or adjacent seniority level -- not necessarily the same therapeutic area or country.
Where these roles are based
Top locations among the 1316 comparable roles
+ 52 more countries
Seniority mix
1316 of 1316 peers have a known seniority level
Therapeutic area mix
396 of 1316 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Similar opportunities
The closest matches from our peer group, ranked by how similar they are, not how well you'd qualify for them -- treat this as market context, not a guaranteed shortlist; a weak match is labeled as one below.
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How we calculate "similar"
No black box, no LLM guesswork: a deterministic score built from four normalized attributes. Here's this role's own peer group at different match levels, so you can see the mechanism, not just the result.
Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.