Sr. Account Manager (Government)

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:

Professional

All Job Posting Locations:

New Brunswick, New Jersey, United States of America, Palm Beach Gardens, Florida, United States of America, Raynham, Massachusetts, United States of America, Warsaw, Masovian, Poland, West Chester, Pennsylvania, United States of America

Job Description:

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 Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

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

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics 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. 

We are searching for the best talent for Senior Account Manager,

The Orthopaedic Account Manager is responsible for leading the Orthopaedic strategy development and relationship management within the specific, geographically focused market.  This responsibility includes pricing and contracting for all orthopedic business units, data-driven decision-making, gross profit performance (champion for revenue, price, inventory, and people resources), and strategic lead for the best-in-class Orthopaedic company within the specific market. The Orthopaedic Account Manager coordinates and influences DePuy Synthes Orthopaedic strategic planning with the orthopaedic commercial business leaders and internal business partners including the Offer Development, Data and Analytics, Legal, HEMA, , Commercial Operations, Finance, etc.  The Orthopaedic Account Manager is responsible for helping their customers migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the health system leadership.

Responsibilities:

• Develop, execute, and deliver the J&J Orthopaedic strategy in conjunction with FSO, Offer Development, Commercial Operations, and SourceView partners.
• Execute strategy to deliver market-leading profitable revenue growth by winning competitive conversions, improving price performance, and protecting base business, while overseeing efficient use of limited company resources (price, inventory, and people).
• Set the standard for maximizing revenue and minimizing cost to serve across the market.
• Develop and grow customer relationships to evolve from transactional relationships into strategic partnerships that thrive off executing strategies that deliver shared value.
• Develops sustainable strategic relationships with key stakeholders at the customers within their specific market as the primary Orthopaedic point of contact.
• LEAD and DELIVER on utilizing data to create a customer approach that delivers strong business results for them, which leads to strong business results for J&J MedTech
• LEAD and DELIVER on utilizing data to influence sales strategy in the AD’s specific market.
• CONNECT customers to the shared services resources (Contract Management, Deliver, Commercial Operations, Field Sales Network, HEMA, etc.)
• Develops the Orthopaedic market-based strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, the introduction of new products & technology, managing erosion, containing inventory expenditure, etc).
• Leads a collaborative process in partnership with Field Sales leadership, to ensure the market-based strategy aligns with Orthopaedic leadership priorities and objectives.
• Manages account performance by monitoring orthopedic contract compliance and contract performance, as well as conducting routine business reviews with key customers to review the results.
• Responsible for growing in focus product categories, as well as new products as determined by the J&J Medtech Orthopaedics business plans.
• Builds and maintains strong relationships with market-based economic decision-makers, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, Service Line Leaders, etc.
• Accountable for the creation of market-based Orthopaedic contracts and pricing strategies across Orthopaedic product lines, especially Win As One overlay programs.
• Develop a thorough understanding of the full set of J&J Medtech Orthopaedics products and offerings, strategies, and business objectives, especially digital and robotics.
• In all aspects of the role, the following competencies will be utilized and needed:
  • Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation, and Consultation as well as Executional Excellence

Qualifications

• Bachelor’s Degree required; MBA Preferred.
• 10+ Years of orthopedic or health care or business experience.
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, and legal and compliance requirements 
• Experience in successful customer negotiations where business objectives were met
• Strategic thinking skills (problem-solving skills in complex negotiations) 
• Experience developing strategic proposals and successfully executing negotiations.
• Deep financial acumen, with an understanding of gross profit, erosion, pricing impact, inventory management 
• 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 
• Ability to travel up to 25% of the time 
• Live within the specific market.

Preferred requirements:

• MBA 
• Relevant medical device (orthopedics) product knowledge 
• Understanding of the digital / robotics market 

The anticipated base pay range for this position is $122,000 to $212,750

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.

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)).

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

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, Commercial Awareness, Consulting, Customer Centricity, Customer Experience Management, Data Savvy, Goal-Oriented, Interpersonal Influence, Medical Technology, Organizing, Personalized Services, Revenue Management, Sales, Solutions Selling, Standard Operating Procedure (SOP), Sustainable Procurement, Technical Credibility, Vendor Selection

The anticipated base pay range for this position is :

Additional Description for Pay Transparency: