Hybrid Senior Orthopaedic Account Manager

at Johnson & Johnson

• Job title: Senior Orthopaedic Account Manager
• Job type: Full Time
• Experience level: Senior
• Salary: $122,000 - $212,750 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Raynham, United States

About the role

• Senior Orthopaedic Account Manager driving orthopedic strategy and customer relationship management for J&J MedTech. Overseeing strategic partnerships and profitable revenue growth in the East Coast region.

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.

Requirements

• 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.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short- and long-term disability
• Business accident insurance
• Group legal insurance
• Retirement plan
• 401(k) savings plan
• 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