Sales Lead East Ep Ice

At Johnson 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 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 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 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