Commercial Consultant maximizing success for biopharmaceutical and medical device firms. Working within the Commercial Consulting team to enhance strategic problem solving and analytics.
About the role
- Director of Key Accounts leading key account management strategies for Johnson & Johnson MedTech Surgery. Overseeing team performance and customer relationship building in large health systems.
Responsibilities
- responsible for leading the account team with overall strategy which includes, business unit contracting, business unit pricing agreements, value-based programs and initiatives within large, integrated, health systems
- coordinates all Surgery contracting and account planning with the Field Sales Organization(s) and internal J&J business partners including the Deal Desk, Legal, Strategic Customer Programs, HEMA, Healthcare Compliance, Finance, etc.
- helps aligned IDNs 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
- responsible for contracting, pricing and daily contract management of large health system customers
- leads the team that includes the Contract Director and Strategic Systems Lead; owns IDN relationship and sets economic and clinical strategy across the Surgery Commercial organization
- develops sustainable strategic relationships with key stakeholders across the IDN as a single point of contact to improve effectiveness in driving short and long-term account growth and meaningful partnerships
- accountable (in conjunction with KAM Strategic Customer Programs) for the creation of solutions and strategic engagement framework for our key strategic customers
- directly responsible for building key relationships with C and D-Suite contacts at the Corporate Health System level and local facility level
- 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
- leads a collaborative process in partnership with account team across the FSO and other aligned business partners in the organization
- 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
- responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.)
Requirements
- BA/BS degree required with MBA or advanced degree preferred
- Relevant medical device product knowledge
- 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/leadership
- Strategic thinking skills (problem solving skills in complex negotiations)
- Experience developing strategic contracting proposals and successfully completing customer negotiations
- Financial competence, with an understanding of gross profit, erosion, pricing impact
- Experience working in a highly matrixed environment and influencing across multiple collaborator groups with an enterprise mentality
- 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.
Benefits
- medical
- dental
- vision
- life insurance
- short- and long-term disability
- business accident insurance
- group legal insurance
- consolidated retirement plan (pension)
- savings plan (401(k))
- long-term incentive program
- 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
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