People Leader
All Job Posting Locations
Issy-les-Moulineaux, France, Wokingham, Berkshire, United Kingdom
Job Description
Johnson & Johnson MedTech, Electrophysiology, is seeking a Business Development Manager, Structural Heart – EMEA, to lead Structural Heart market development across Europe, the Middle East and Africa and manage the Ultrasound Clinical Account Specialist, Cardiac Imaging & Structural Heart team.
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/.
Fueled by innovation at the intersection of biology and technology, we are developing the next generation of smarter, less invasive, more personalized treatments.
Are you enthusiastic about improving and expanding the possibilities of Cardiovascular? Ready to join a team that is reimagining how we heal? Our Cardiovascular team develops leading solutions for heart recovery, electrophysiology, stroke, and structural heart. You will join a proud heritage of continually elevating standards of care for stroke, heart failure, and atrial fibrillation (AFib) patients.
Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech.
Purpose
The Business Development Manager, Structural Heart – EMEA is accountable for developing and executing the regional Structural Heart market development strategy, identifying growth opportunities and expanding adoption of AcuNav™ and NUVISION™ intracardiac echocardiography (ICE) solutions in structural heart procedures, in line with approved indications and local requirements. The role directly manages the 2 Ultrasound Clinical Account Specialist, Cardiac Imaging & Structural Heart team, setting priorities, developing capabilities and aligning deployment with market potential and customer needs across EMEA.
Working in partnership with country business leaders, Regional Sales Managers, EMEA and local Marketing, Medical Affairs and Professional Education, this leader translates regional strategy into country-level growth plans, develops strategic customer relationships and supports the evaluation and adoption of ICE-guided workflows where clinically appropriate. The role combines people leadership, business development and cross-functional execution to build sustainable market growth, strengthen clinical support capabilities and deliver agreed business objectives. Guided by Johnson & Johnson’s Credo and Leadership Imperatives, the Business Development Manager maintains the highest standards of compliance and customer engagement.
Functional Responsibilities
Develop and execute the EMEA Structural Heart business development strategy, translating market opportunities into prioritized country plans, account initiatives and measurable growth objectives.
Directly manage, coach and develop the Ultrasound Clinical Account Specialist, Cardiac Imaging & Structural Heart team across EMEA, establishing clear objectives, development plans and shared standards for customer support.
Assess market size, procedural trends, customer needs and barriers to adoption to identify and prioritize Structural Heart growth opportunities across EMEA.
Build a qualified business development pipeline, identifying new accounts, emerging Structural Heart programs and opportunities to expand the appropriate use of AcuNav™ and NUVISION™ solutions.
Align team deployment, clinical case support coverage and resource allocation with strategic account priorities, market potential and country requirements.
Develop strategic relationships with interventional cardiologists, imaging specialists, hospital leaders, Cath lab administrators and key opinion leaders to understand needs and advance account development plans.
Partner with EMEA and local Marketing, country business leaders, Regional Sales Managers and EP commercial teams to align targeting, account ownership and execution of Structural Heart growth plans.
Ensure the team maintains current product, technical and clinical knowledge, including instructions for use (IFU), approved indications, troubleshooting and relevant scientific literature.
Lead regular business reviews to monitor market development milestones, account activation, adoption, sales performance and resource utilization, and implement corrective actions where needed.
Develop business cases and customer value propositions with relevant cross-functional partners, addressing clinical workflow, operational needs and economic considerations using approved evidence and materials.
Lead team onboarding, capability development and succession planning in partnership with Human Resources, Professional Education and commercial leadership.
Perform other duties aligned with the role and assigned business priorities.
Monitor competitive developments, emerging technologies and market dynamics, translating insights into actionable recommendations for EMEA leadership and country teams.
Leverage cross-functional and cross-business collaboration within Johnson & Johnson to coordinate customer engagement, share best practices and maximize the impact of available resources.
Provide EMEA leadership with clear updates on the opportunity pipeline, growth forecasts, execution risks and investment or resource requirements.
Adhere to Company Health, Safety and Environmental requirements and ensure the team has the resources and training needed to work safely.
Ensure personal and team compliance with applicable EMEA and country laws, healthcare regulations, Company policies and procedures, including requirements governing healthcare professional interactions and product promotion.
Manage assigned budgets and administrative responsibilities, ensuring timely business reporting, compliance training, expense submission and adherence to Company quality standards and deadlines.
Maintain company vehicle safety protocols (Safe Fleet) in accordance with all company guidelines.
Partner with Marketing and country teams to prepare and execute approved product launches, ensuring market readiness, team training and coordinated customer engagement.
Address escalated business and customer support issues with relevant internal partners, ensuring timely resolution and appropriate management visibility.
Work with Medical Affairs and Professional Education to identify educational needs and support compliant training initiatives that build customer and team capabilities in Structural Heart imaging.
Scale successful country initiatives and account development models across EMEA, fostering consistent execution while adapting plans to local market needs.
Qualifications
Minimum of a BA/BS or equivalent, combined with at least 5 years of relevant professional experience in medical devices, business development, commercial management or a related healthcare field.
At least 3 years of relevant experience in Structural Heart, interventional cardiology or cardiac imaging, with demonstrated success in market development, commercialization or adoption of medical technologies. Familiarity with TAVI, LAAO, mitral/tricuspid TEER, TTVR, PFO and ASD procedures is preferred.
Strong understanding of clinical ultrasound, echocardiography and Structural Heart workflows, with the ability to translate technical and clinical insights into business development priorities.
Demonstrated people leadership experience, including direct team management, coaching, capability development and resource prioritization, ideally across multiple countries.
Ability to build strategic relationships with interventional cardiologists, imaging specialists, hospital decision makers and key opinion leaders.
Strong strategic planning, market analysis, business case development, forecasting, project management and communication skills, with the ability to convert strategy into measurable execution.
Experience working across EMEA markets in a matrixed organization and influencing cross-functional stakeholders. Sound understanding of healthcare regulations, compliance requirements and local market differences.
Self-directed, collaborative leader able to manage ambiguity, solve problems and deliver results in a complex regional environment. Professional fluency in English is required; additional European languages are an asset.
Physical working conditions / requirements
Regional leadership role requiring a flexible work schedule to collaborate across EMEA time zones and accommodate customer and business priorities.
Must have and maintain advanced knowledge of healthcare industry, medical device industry, disease states, and therapeutic and institutional trends.
Must successfully complete Company training programs.
Valid driver’s license where required for field activities, strong digital and business reporting skills, and the ability to work independently.
The role includes customer and hospital visits, field coaching and attendance at clinical cases or training activities as appropriate, with adherence to applicable site requirements and use of protective equipment where required.
Field-based work requires driving, walking, and use of phone and computer.
Ability to manage multiple projects and deadlines in a demanding environment.
Willingness to travel across EMEA as required (up to 60%).
Employees may be eligible to participate in Company employee benefit programs such as health insurance, savings plan, pension plan, disability plan, long-term incentive, vacation pay, sick time, holiday pay, and work, personal and family time off in accordance with the terms of the applicable plans. Additional information can be found through the link below.
For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits
Required Skills
Preferred Skills
Advertising, AI solution evaluation, Coaching, Collaborative Selling, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection
