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**Job Function: **
MedTech Sales
**Job Sub Function: **
Key Account Management – MedTech (No Commission)
Job Category:
Professional
All Job Posting Locations:
Zug, Switzerland
Job Description:
DePuy Synthes is recruiting for a International Value Creation Lead. This Hybrid position will be located in Switzerland, Italy or the UK.
Please note that this role is available across multiple countries and may be posted under different requisition numbers to comply with local requirements. While you are welcome to apply to any or all of the postings, we recommend focusing on the specific country(s) that align with your preferred location(s):
Switzerland - Requisition Number: R-073780
Italy - Requisition Number: R-075614
UK - Requisition Number: R-075616
Remember, whether you apply to one or all of these requisition numbers, your applications will be considered as a single submission.
Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.
Position Title: Value Creation Lead (Director level) Business Unit: Strategic Solutions – Medical Devices EMEA (DePuy Synthes) Reporting Line: International Partnership Lead Positioning in the Organization: International, cross‑functional role that defines and scales the company’s value creation approach—turning pockets of excellence into a structured, repeatable commercialization model adopted across countries and partnership accounts. Location: International – home office based Travel Requirement: Up to 30–50% international travel
Position Summary
The Value Creation Lead is accountable for shaping and scaling the company’s value creation commercialization model in partnership accounts and across countries. The role ensures that value creation moves from local pockets of excellence to a structured, repeatable, and scalable approach—with clear methods, tools, governance, and success measures.
As owner of the Solutions Guidebook, the Value Creation Lead drives its development, adoption, and continuous improvement, defining how to identify, package, and commercialize solutions that deliver measurable outcomes for customers and sustainable growth for the company. The role works cross‑functionally (commercial, marketing, medical, analytics, finance, legal/compliance, and operations) and with country organizations to enable consistent execution at scale—co‑creating with Key Account Managers (capturing their ideas, testing in the field, and feeding learnings back into the model) as the primary channel to bring value creation into customer conversations and deals.
Key Responsibilities
Solutions Guidebook Ownership & Evolution
Own the Solutions Guidebook vision, structure, and roadmap (content, templates, playbooks, governance)
Translate strategy into clear, practical guidance on how to identify, design, position, and commercialize value creation solutions
Build a continuous improvement loop: capture learnings from countries/accounts, refresh content, and ensure relevance over time
Scale‑Up & Standardization
Convert pockets of excellence into standardized, scalable offers with clear value propositions and execution requirements
Define a value creation operating model (ways of working, roles, decision rights, intake/prioritization, and performance tracking)
Create enabling assets (tools, calculators, case studies, training materials) to accelerate country deployment
Commercialisation & Go‑to‑Market
Define how value creation solutions are packaged, positioned, and positioned (offer architecture, scope options, prerequisites, deliverables)
Co‑create the go‑to‑market approach with country organizations and Key Account Managers (target use cases, entry points, deal plays) and translate it into playbooks and coaching that improve opportunity conversion
Support development of value / contracting logic in collaboration with finance and legal (e.g., value-based elements, service components, guardrails and fair market value)
Create and maintain KAM‑ready sales enablement assets (talk tracks, objection handling, case studies, ROI/outcomes narratives) and ensure field readiness to commercialize value creation
Run a lightweight portfolio & pipeline cadence with KAMs and countries to improve scale‑up and conversion
Country Enablement & Adoption
Drive adoption of the guidebook and standards through training, coaching, and co‑development with Key Account Managers, account teams and cross‑functional partners in countries (incl. feedback loop to continuously improve assets)
Support countries in building strong business cases, customer narratives, and measurement plans for value creation initiatives
Partner with country leadership to remove barriers (capabilities, resources, alignment) and accelerate execution
Cross‑Functional Orchestration & Measurement
Orchestrate cross‑functional contributions to solution design and deployment (e.g., marketing, medical, analytics, finance, operations)
Define outcome measures and a pragmatic measurement approach (baseline, targets, tracking) to demonstrate impact and support commercialization
Ensure solutions and claims are developed and deployed in line with compliance and legal requirements
Success Profile
A successful Value Creation Lead:
Turns ambiguity into simple, repeatable frameworks that teams can adopt and execute
Balances strategy and hands‑on delivery—able to design a model and drive real adoption in the field
Is recognized as a credible thought partner by commercial and cross‑functional leaders
Builds compelling value propositions and customer narratives grounded in outcomes and evidence
Drives scaling: codifies best practices, accelerates replication across countries, and reduces reinvention
Leads through influence, creating alignment across functions, geographies, and priorities without formal authority
Operates with strong business acumen (value pools, investment cases, ROI logic) and a pragmatic compliance mindset
Has a strong commercial mindset—able to shape deals, monetize value creation, and translate outcomes into compelling customer and internal business cases
#LI-Hybrid
#DePuySynthesCareers
General Information
Position Title: Value Creation Lead (Director level) Business Unit: Strategic Solutions – Medical Devices EMEA (DePuy Synthes) Reporting Line: International Partnership Lead Positioning in the Organization: International, cross‑functional role that defines and scales the company’s value creation approach—turning pockets of excellence into a structured, repeatable commercialization model adopted across countries and partnership accounts. Location: International – home office based Travel Requirement: Up to 30–50% international travel
Position Summary
The Value Creation Lead is accountable for shaping and scaling the company’s value creation commercialization model in partnership accounts and across countries. The role ensures that value creation moves from local pockets of excellence to a structured, repeatable, and scalable approach—with clear methods, tools, governance, and success measures.
As owner of the Solutions Guidebook, the Value Creation Lead drives its development, adoption, and continuous improvement, defining how to identify, package, and commercialize solutions that deliver measurable outcomes for customers and sustainable growth for the company. The role works cross‑functionally (commercial, marketing, medical, analytics, finance, legal/compliance, and operations) and with country organizations to enable consistent execution at scale—co‑creating with Key Account Managers (capturing their ideas, testing in the field, and feeding learnings back into the model) as the primary channel to bring value creation into customer conversations and deals.
Key Responsibilities
Solutions Guidebook Ownership & Evolution
Own the Solutions Guidebook vision, structure, and roadmap (content, templates, playbooks, governance)
Translate strategy into clear, practical guidance on how to identify, design, position, and commercialize value creation solutions
Build a continuous improvement loop: capture learnings from countries/accounts, refresh content, and ensure relevance over time
Scale‑Up & Standardization
Convert pockets of excellence into standardized, scalable offers with clear value propositions and execution requirements
Define a value creation operating model (ways of working, roles, decision rights, intake/prioritization, and performance tracking)
Create enabling assets (tools, calculators, case studies, training materials) to accelerate country deployment
Commercialisation & Go‑to‑Market
Define how value creation solutions are packaged, positioned, and positioned (offer architecture, scope options, prerequisites, deliverables)
Co‑create the go‑to‑market approach with country organizations and Key Account Managers (target use cases, entry points, deal plays) and translate it into playbooks and coaching that improve opportunity conversion
Support development of value / contracting logic in collaboration with finance and legal (e.g., value-based elements, service components, guardrails and fair market value)
Create and maintain KAM‑ready sales enablement assets (talk tracks, objection handling, case studies, ROI/outcomes narratives) and ensure field readiness to commercialize value creation
Run a lightweight portfolio & pipeline cadence with KAMs and countries to improve scale‑up and conversion
Country Enablement & Adoption
Drive adoption of the guidebook and standards through training, coaching, and co‑development with Key Account Managers, account teams and cross‑functional partners in countries (incl. feedback loop to continuously improve assets)
Support countries in building strong business cases, customer narratives, and measurement plans for value creation initiatives
Partner with country leadership to remove barriers (capabilities, resources, alignment) and accelerate execution
Cross‑Functional Orchestration & Measurement
Orchestrate cross‑functional contributions to solution design and deployment (e.g., marketing, medical, analytics, finance, operations)
Define outcome measures and a pragmatic measurement approach (baseline, targets, tracking) to demonstrate impact and support commercialization
Ensure solutions and claims are developed and deployed in line with compliance and legal requirements
Success Profile
A successful Value Creation Lead:
Turns ambiguity into simple, repeatable frameworks that teams can adopt and execute
Balances strategy and hands‑on delivery—able to design a model and drive real adoption in the field
Is recognized as a credible thought partner by commercial and cross‑functional leaders
Builds compelling value propositions and customer narratives grounded in outcomes and evidence
Drives scaling: codifies best practices, accelerates replication across countries, and reduces reinvention
Leads through influence, creating alignment across functions, geographies, and priorities without formal authority
Operates with strong business acumen (value pools, investment cases, ROI logic) and a pragmatic compliance mindset
Has a strong commercial mindset—able to shape deals, monetize value creation, and translate outcomes into compelling customer and internal business cases
**Required Skills: **
Preferred Skills:
Account Management, Alliance Formation, Business Alignment, Commercial Awareness, Customer Centricity, Customer Experience Management, Goal-Oriented, Interpersonal Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection