National Account Director, Pharmacy Channel Management

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 jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world.  We provide an inclusive work environment where each person is considered as an individual.  At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

Pharmaceutical Sales

Job Sub Function:

Key Account Management – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

Albuquerque, New Mexico, United States of America, Chicago, Illinois, United States, Dallas, Texas, United States, Denver, Colorado, United States, Horsham, Pennsylvania, United States of America, Kansas City, Missouri, United States, St. Louis, Missouri, United States, Titusville, New Jersey, United States of America

Job Description:

Johnson & Johnson Innovative Medicine is searching for the best talent for a National Account Director, Pharmacy Channel Management (PCM) within the Strategic Customer Group (SCG). This position is field based and can be situated in geographies that allow for necessary business travel to assigned pharmacy locations, as well as Titusville, NJ and Horsham, PA offices.

About Innovative Medicine

Our expertise in Innovative Medicine is informed and inspired by patients, whose insights fuel our science-based advancements. Visionaries like you work on teams that save lives by developing the medicines of tomorrow.

Join us in developing treatments, finding cures, and pioneering the path from lab to life while championing patients every step of the way.

Learn more at https://www.jnj.com/innovative-medicine

 

Job Summary:

The National Account Director (NAD) — Pharmacy Channel Management is a strategic leader responsible for managing national pharmacy relationships, FFS contracting, cross-functional collaboration, channel expertise, generating actionable customer and market insights, and protecting Gross to Net (GTN) performance. This role is the primary cross functional owner for national pharmacy channel strategy and execution, ensuring brand, FFS Programs, KPIs, and patient support goals are met while maintaining compliance and ensuring launch excellence.

The National Account Director, Pharmacy Channel Management will serve as the key point of contact to pharmacy providers and select retail chains.  This individual will provide account management and interface responsibilities on behalf of JJIM to develop and maintain strategic business relationships.  This individual is responsible for continuously analyzing and assessing key data metrics to identify positive and negative trends related to the patient journey experience and discussing these trends with the customer to better understand the business and to identify if there are actions that JJIM can take to improve patient journey.  In addition, this individual will present company approved materials that represent specific brand business needs and engage pharmacy providers in an effort to identify insights through compliant, solution-oriented discussions.   The National Account Director, Pharmacy Channel Management is also responsible for negotiating and contracting fee-for-service (FFS) arrangements and data optimization agreements.  This individual will not be responsible for engaging in activities involving product formulary placement or pricing concessions.  This individual reports to the Field Director, Pharmacy Channel Management.

Key Responsibilities

• Serve as the primary J&J account liaison for assigned national pharmacy partners, responsible for long-term relationships and strategic alignment.
• Act as the single point of accountability for contract implementation, performance monitoring, escalations, and issue resolution.
• Collaborate with JJIM Patient Experience and Customer Solutions (PECS) Team, SMOx, brand partners, SAM Team and other cross-functional teams to understand strategic priorities and effectively communicate enterprise needs to pharmacy accounts.
• Compliantly engage with pharmacy accounts to identify potential solutions and strategies that specifically address brand needs to improve patient experience.
• Facilitate quarterly business reviews to identify business insights, trends in patient journey experiences, associated process challenges, patient access and adherence to therapy and uncover potential opportunities to improve the journey, subject to review and approval.
• Lead cross functional partners (PECs, Offer Development, Data Team) to achieve mutual contract goals by establishing contracting timelines, signatures, renewals, amendments, and SOWs; ensure accurate implementation with FMV guidance and HCC/Legal approval.
• Act as channel lead and engage cross-functional teams to ensure excellence in new product launches, line extension introductions and corresponding contractual requirements 
• Attends appropriate channel conferences and trade shows to further inform understanding of healthcare ecosystem opportunities that support Janssen business interests regarding product information and/or outcomes

Leadership Responsibilities Include:

• Demonstrates balanced and informed judgment when combining innovation, business strategy and compliance considerations with respect to engagement with accounts and FFS arrangements
• Applies channel and marketplace knowledge – including trends, stakeholder information – to develop and execute strategic business plans
• Applies an understanding of value-based healthcare economics, payment and delivery models, and the roles of the payor, provider and patients in the healthcare ecosystem
• This individual collaborates and partners across JJIM, JJHCS, and other J&J operating companies and functional areas
• Champions change efforts, manages change, and coaches others to embrace and quickly adapt to change
• The position is a key interface between SCG, customers, brands, and Senior Management. The position also works across key functional areas (Brand Marketing, Access Services, Patient Experience Teams, SMOx and others as needed).
• Owns external customer engagements and builds high-impact, strategic relationships.

Qualifications

• BA/BS Degree is required
• Minimum of 8 years of progressive experience in pharmaceutical account management, payer or pharmacy contracting, market access, or commercial strategy, with demonstrated success managing national pharmacy accounts strongly preferred. Demonstrated track record of leading complex negotiations and delivering measurable financial outcomes (revenue, GTN preservation, market access).
• Successful and consistent track record of achieving results is required
• Participation in strategy development and creating, evaluating and defending business cases is required
• Proven ability to analyze quantitative and qualitative data and translate that into actionable insights is required
• Demonstrated ability to collaborate at various levels in the organization is required
• Ability to communicate effectively with others and defend logical business arguments, including reaching a consensus, when needed, is required
• Previous people management is strongly preferred
• Work experience in decentralized and cross-functional business models is preferred
• Experience in leading and managing projects within a matrix environment is preferred
• Candidates must possess a valid driver's license issued in the United States and must successfully complete a background investigation, to include a review of driving record history

This position is a field-based position. This position requires up to 25% travel including required meetings, conferences and training, overnight and weekends

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 and 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, Interpersonal Influence, Lead Generation, Mentorship, Organizing, Personalized Services, Pharmaceutical Sales Marketing, Program Management, Revenue Management, Sales Presentations, Sales Trend Analysis, Solutions Selling, Strategic Thinking, Technical Credibility

The anticipated base pay range for this position is :

$122,000.00 - $212,750.00

Additional Description for Pay Transparency:

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 Colorado –48 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
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits