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:

Remote (US)

Job Description:

We are searching for the best talent for an Area Vice President, Key Accounts - East within the Key Accounts Management Team for Johnson & Johnson MedTech Surgery.  This customer facing position can be located anywhere in the United States with a preference for Boston, Raritan, Cincinnati, Fort Wayne, Washington DC.

Area Vice President, Key Accounts – East role is responsible for overall management of our large Hospital System and Group Purchasing Organizations customers for J&J MedTech Surgery. You will develop and lead a highly effective team of Strategic Accounts Directors, Contract Directors and Strategic Systems Leads to achieve business plan objectives of revenue growth, price erosion and access while establishing and growing key strategic relationships.

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

Key responsibilities:

• Lead and manage the team to develop business plans with our East customers
• Establish sustainable relationships with hospital and healthcare executives, key economic decision makers & strategic partners that enables transformation of the current commercial model through joint value that results in the ongoing reduction of costs, continuous process improvement, growth and profitability for both partners
• Work collaboratively and consultatively to match customer’s needs and expectations with internal Surgery capabilities (e.g. Professional Education, Supply Chain and Logistics, Data Analytics, and Health Economics, Finance, Marketing, R&D, Outcomes Research)
• Guide team on strategies that translate sector & BU specific goals into channel & customer specific business plans
• Assess customer needs and align internal resources to optimize customer and business goals, drive contract pricing and compliance
• Lead aligned Key Account Director roles and support field contracting strategies, implementation and measurement
• Lead engagement and collaboration with field sales, marketing, finance & enterprise counterparts as appropriate to ensure strategies are aligned with broader organization, sector & enterprise goals. Key leader and customer advocate working closely with KAM Strategic Customer Programs, Sales AVPs, regional marketing leaders to facilitate execution against national strategies
• Develop and mentor directors, managers and SSLs on critical business competencies such as Business Insight and Clinical/Product Knowledge as well as Leadership imperatives
• Provide awareness and training to key stakeholders regarding East region and National market trends
• Set overall objectives and targets and lead development and provide oversight of account metrics
• Support the VP, KAM & Commercial Excellence in the creation of an industry leading capability of key account management, strategic solutions, services execution, and deep customer insights at the market and account level
• Ensure coordinated execution of customer solutions through clinical and economic services and programs
• Leadership of Account Directors, Contract Directors and SSLs to drive administrative/economic and clinical leadership at our key health systems
• Close partnership with the offer development, pricing strategy and key account marketing organization

Qualifications:

• 5+ years of people management experience required
• Customer management experience preferred; including joint value creation and customer solutions
• Financial acuity, market knowledge & analytics required
• Contract management & negotiation experiences required
• Knowledge of the Healthcare marketplace required
• Medical Device marketplace preferred
• Excellent critical thinking skills required
• Strong quantitative and analytical skills
• Outstanding ability to collaborate with peers, leaders and senior executives
• Outstanding ability to navigate the organization and decision-making processes
• Outstanding ability to toggle between big picture and attention to detail required
• Outstanding verbal and written communication skills

The expected base pay range for this position is $178,000 to $307,050. Bay area is $205,000 to $353,050.
 

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.

• Subject to the terms of their respective plans, employees and/or eligible dependents are 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.
• Subject to the terms of their respective plans, employees are 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.
• Subject to the terms of their respective policies and date of hire, Employees are eligible for the following time off benefits:
• Vacation –120 hours per calendar year
• Sick time - 40 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
• Holiday pay, including Floating Holidays –13 days per calendar year
• Work, Personal and Family Time - up to 40 hours per calendar year
• Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
• Condolence Leave – 30 days for an immediate family member: 5 days for an extended family member
• Caregiver Leave – 10 days
• Volunteer Leave – 4 days
• Military Spouse Time-Off – 80 hours
   

For additional general information on Company benefits, please go to:

• 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, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Alliance Formation, Business Case Modeling, 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, Strategic Thinking, Sustainable Procurement, Vendor Selection