Job Descriptionn n The Strategic Customer Group, a member of Johnson & Johnson’s One MD, is recruiting for a Director, Strategic Accounts.
The position will be home-office based ideally located the Los Angeles or Orange County, CA area.n nJohnson & Johnson, through its operating companies, is the world’s most comprehensive and broadly-based manufacturer of health care products, as well as a provider of related services, for the consumer, pharmaceutical, and medical devices and diagnostics markets.
We strive to provide scientifically sound, high quality products and services to help heal, cure disease and improve the quality of life.n nThe Director, Strategic Accounts (DSA) role is responsible for leading the account team with overall strategy which includes, business unit contracting, multi-business unit pricing agreements, value-based programs and initiatives within large, integrated, health systems.
The DSA coordinates all J&J Medical Device contracting, including Ethicon, DePuy Synthes, and Biosense Webster, and account planning with the Field Sales Organization(s) and internal J&J business partners including the Deal Desk, Legal, Value-Based Directors, HEMA, Healthcare Compliance, Finance, etc.
The DSA is responsible for helping our Strategic Customers 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.n n Key Responsibilities Includen Reports to the Area Vice President, Strategic Customer Group Customer Management for JJMDC and responsible for contracting, pricing and daily contract management of (3-4) large health system customers.
Develops sustainable strategic relationships with key stakeholders across the IDN as a single point of contact to maximize effectiveness in driving short and long-term account growth and meaningful partnerships.
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.
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.
Responsible for providing and growing access within large health systems for focus product categories, as well as, new products as determined by the JJMDC business plans.
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.
Works collaboratively, as a member of the overall IDN account team, to align toward broader organizational goals.
Accountable for the co-creation of contract strategy and pricing across platforms/product lines including multi-franchise and overall JJMD overlay programs Understand the full set of JJMD products and offerings, strategies and business objectives In all aspects of the role, the following competencies will be utilized and needed:n Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence n n Qualificationsn Bachelor’s Degree required; MBA is preferred.
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 Strategic thinking skills (problem solving skills in complex negotiations) Experience developing strategic contracting proposals and successfully executing customer negotiations Financial acumen, with an understanding of gross profit, erosion, pricing impact Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset 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 Must live in or near the cities listed or willing to relocate Ability to travel up to 50% of the time n n Preferredn Relevant product knowledge (surgical, orthopedic, electrophysiological, or capital) Understanding of the digital / robotics market n n Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law.n n