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

Job Function:

MedTech Sales

Job Sub Function:

Key Account Management – MedTech (No Commission)

Job Category:

People Leader

All Job Posting Locations:

Denver, Colorado, United States, Los Angeles, California, United States of America, Phoenix, Arizona, United States, Remote (US)

Job Description:

Johnson & Johnson, Inc. is recruiting for a Director, Key Accounts – West within the Key Accounts Management Team for Johnson & Johnson MedTech Surgery.  This customer facing position must be located in California, Arizona, or Colorado.

An internal pre-identified candidate for consideration has been identified. However, all applications will be considered.

About Surgery

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting!

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

Director, Key Accounts – West role is responsible for leading the account team with overall strategy which includes, business unit contracting, business unit pricing agreements, value-based programs and initiatives within large, integrated, health systems. The Director coordinates all Surgery contracting and account planning with the Field Sales Organization(s) and internal J&J business partners including the Deal Desk, Legal, Strategic Customer Programs, HEMA, Healthcare Compliance, Finance, etc. The Director is responsible for helping aligned IDNs migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the C-Suite in both the economic and clinical leadership.

Key responsibilities include:

• Reports to the Area Vice President, AM West for JJMT Surgery and is responsible for contracting, pricing and daily contract management of large health system customers.
• Leads the team that includes the Contract Director and Strategic Systems Lead; owns IDN relationship and sets economic and clinical strategy across the Surgery Commercial organization
• Develops sustainable strategic relationships with key stakeholders across the IDN as a single point of contact to improve effectiveness in driving short and long-term account growth and meaningful partnerships.
• Accountable (in conjunction with KAM Strategic Customer Programs) for the creation of solutions and strategic engagement framework for our key strategic customers
• Directly responsible for building key relationships with C and D-Suite contacts at the Corporate Health System level and local facility level.
• Develops the account strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, introduction of new products & technology, managing erosion) in assigned health systems.
• Lead a collaborative process in partnership with account team across the FSO and other aligned business partners in the organization.
• Builds and maintains strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, and other committees which make system-wide product decisions.
• Working with the system Contract Directors, responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.)
• In conjunction with the Contract Directors, manages account performance by monitoring contract compliance and contract performance goals.
• Accountable for the co-creation of contract strategy and pricing across platforms/product lines

Qualifications:

• BA/BS degree required with MBA or advanced degree preferred
• Relevant medical device product knowledge
• 10+ Years of health care business experience
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, legal and compliance requirements
• Experience in any of the following: account management, contracting, marketing, sales management/leadership
• Strategic thinking skills (problem solving skills in complex negotiations)
• Experience developing strategic contracting proposals and successfully completing customer negotiations
• Financial competence, with an understanding of gross profit, erosion, pricing impact
• Experience working in a highly matrixed environment and influencing across multiple collaborator groups with an enterprise mentality
• Collaborative style, ability to process multiple, complex and often conflicting inputs to build an executable contract strategy
• Strong analytical skills
• Highly effective communication skills
• Proven ability to manage through constructive conflict

This position is eligible for a company car through the Company’s FLEET program. 

Benefits Summary:

• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
• Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
• This position is eligible to participate in the Company’s long-term incentive program.
• Employees are eligible for the following time off benefits:
  • Vacation – up to 120 hours per calendar year
  • Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year
  • Holiday pay, including Floating Holidays – up to 13 days per calendar year
  • Work, Personal and Family Time - up to 40 hours per calendar year

Additional information can be found through the link below!

https://www.careers.jnj.com/employee-benefits

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. 

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers. Internal employees contact AskGS to be directed to your accommodation resource.

Required Skills:

 

 

Preferred Skills:

Account Management, Alliance Formation, Commercial Awareness, Customer Centricity, Customer Experience Management, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Savvy, Medical Technology, Personalized Services, Revenue Management, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Vendor Selection

 

 

The anticipated base pay range for this position is :

$150,000 - $258,750

Additional Description for Pay Transparency:

The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/performance year. Bonuses are awarded at the Company’s discretion on an individual basis.