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:

Raynham, Massachusetts, United States of America, West Chester, Pennsylvania, United States of America

Job Description:

Director, ASC National Accounts

Job Description:

The ASC National Accounts Director is responsible for leading the Orthopaedic strategy development and relationship management within the customer base of assigned ASC National Accounts.  This responsibility includes pricing and contracting for all orthopedic business units, data-driven decision-making, gross profit performance and strategic lead for the best-in-class Orthopaedic company within the specific market focused on the ASC site of care. The ASC National Accounts Director coordinates and influences DePuy Synthes Orthopaedic strategic planning with orthopaedic commercial business leaders and internal business partners including Offer Development, Data and Analytics, Legal, Commercial Operations, Finance, etc.  The Director is also responsible for helping their customers migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the varied customer base.  This exciting role on a diverse team will lead the overall contracting strategy for the ASC site of care within numerous national account systems.  This will include business unit contracting, multi-business unit pricing agreements, and capital contracting programs specific to the ASC cite of care. 

 Responsibilities:

• Develop, execute, and deliver the 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 national and local customer level as the primary Orthopaedic point of contact.

• Develops and grows key relationships with FSO leaders including Independent Selling Organizations (ISOs).

• 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 DPS Orthopaedics

• LEAD and DELIVER on utilizing data to influence sales strategy in the national and local  markets.

• 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, capital footprint expansion, improved price performance, the introduction of new products & technology, containing inventory expenditure, etc).

• Leads a collaborative selling 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 as well as identify opportunities for enhanced partnership

• Responsible for growing in focus product categories, as well as new products as determined by the 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.

• Develop a thorough understanding of the full set of Orthopaedics products and offerings, strategies, and business objectives, especially digital and robotics.

• Represent the ASC National Accounts team at various industry conferences.

• Identify and leverage key trends in ASC Site of care impacting the Orthopaedic market

• Identify and communicate key portfolio opportunities including Strategic Partnership opportunities.

Qualifications 

• Bachelor’s degree required, MBA preferred

• A minimum of 8 years related business experience required 

• A minimum of 5 years of experience in a highly regulated clinical environment required 

• MedTech experience required, orthopedic and/or capital experience strongly preferred especially in multi-platform environment 

• Proven experience of strong business acumen, contract negotiation, orchestrating deals from ground up, communication skills, analytical skills

• Excellent written and verbal communication and presentation skills  

• Ability to work in a hands–on, fast paced, customer focused environment. 

• Collaborative style, ability to process multiple, complex, and often conflicting inputs to build executable contract strategy.

• Strong analytical skills.

• Highly effective communication skills.

• Proven ability to manage through constructive conflict.

• Experience selling Capital Equipment.

Preferred:

• Experience developing and successfully executing customer negotiations, strongly preferred.

• Understanding of the digital / robotics market.

• Understanding of the Ambulatory Surgery (ASC) cite of care.

• Locale & Travel:

• This position may be based in the continental US and close to a major airport and will require up to 50% travel throughout the US.

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

#LI-PN2

Required Skills:

 

 

Preferred Skills:

Account Management, Alliance Formation, Business Alignment, Commercial Awareness, Customer Centricity, Customer Experience Management, Goal-Oriented, Interpersonal Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection

 

 

The anticipated base pay range for this position is :

$150,000.00 - $258,750.00

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