Johnson & Johnson is recruiting an ASC Market Development Manager to join our MedTech Surgery business. This field-based role will have candidates preferably located in North Carolina with consideration for Virginia and Tennessee based on the manager's discretion.
Johnson & Johnson
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/
Want more jobs like this?
Get jobs in Chapel Hill, NC delivered to your inbox every week.
About JNJ MedTech - Surgery:
JNJ MedTech - Surgery, a leader in advanced surgical technology, is dedicated to improving patient outcomes through innovative devices and solutions. Our Ambulatory Surgery Center (ASC) business unit focuses on delivering exceptional products and services tailored to the needs of outpatient surgical environments.
Position Summary:
The ASC Market Development Manager assists in the development of the local sales strategy & sales execution through extensive customer engagement with all MedTech Surgery Platforms & value oriented programs. The ASC MDM will be expected to use industry-leading sales systems, analytics, and performance dashboards that support, accelerate sales growth and streamline their sales processes for efficiency & effectiveness.
The ASC Market Development Manager will be responsible for gathering market insights & driving sales/marketing strategies. This requires a strong understanding of the competitive landscape and unique business drivers to ensure the growth and success of JNJ MedTech - Surgery's ASC offerings across their territory. The ASC MDM will also work collaboratively with internal cross-functional / external field teams to establish strong market presence across all platforms, foster strong relationships with key stakeholders, KOLs, partner with JNJ MedTech - Ortho / Cardiac, and deliver on our commitment to surgical excellence.
Key Responsibilities:
- Develop collaborative partnerships between Field Sales, Marketing, KAM, Contract Management, HEMA, HCC, and legal to implement business plan & value proposition strategies as well as contracts to achieve/exceed ASC sales objectives within the assigned geographic area
- Own and perform quarterly business reviews with the ASC customer that includes field sales partners
- Implement a thorough account planning process to align local sales team & inside sales team on specific account level strategies, objectives, and timelines
- Co-develop strategic business plans that span Surgery platforms, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success
- Demonstrate the ability to properly prioritize strategic account targets, and the ability to take a focus account through the sales process from start to close
- Use consultative selling & the Challenger model sales process to identify & close potential sales opportunities & within key accounts
- Deploy strong communication skills to ensure internal Sales, aligned FSO & internal partners are aligned with ASC area business opportunities & execution status
- Demonstrate the ability to work with our KAM/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers
- Own/lead the contract negotiation process with the ASC customer
- Be accountable for cross functional team collaboration across the business platforms, understanding the value of Surgery products and services, and negotiating on behalf of MedTech Surgery and in conjunction with the FSO/KAM when appropriate
- Own the development of administrative and C-Suite relationships within the ASC setting within your area
- Engage key account decision makers to strategically complete contracts that use multiple platforms leading to targeted sales conversions.
- Drive MedTech Surgery market share in each platform to at a minimum equal too but preferable greater than our major acute centers.
- Work with ASC Leadership & the KAM Customer Program Team to address customer's short & long-term strategic imperatives.
- Find opportunities to use MedTech Surgery capabilities to help customers optimize contract cost, clinical outcomes, increase patient access, and improve efficiencies
- Provide feedback to the internal organization on potential innovative solutions & support the internal team's program development
- Strategically apply professional education training to help facilitate the safe and efficacious use of our products at ASC Site of Care facilities
- Manage through ambiguity and complexity to drive focus and clarity for long-term evolving ASC market development
- Ensure compliance with JNJ MedTech - Surgery ethical standards while fostering a culture of integrity within the sales team.
Qualifications
- Bachelor's degree required, preferably in business, healthcare, or a related field; MBA preferred.
- Minimum of 4+ years of medical device sales required; sales leadership, market development, marketing, &/or other commercial experience in the medical device industry is preferred
- Experience with a focus on surgical products; experience in Ambulatory Surgery Centers is preferred.
- Proven success in market development roll(s) having a value-based relationship with customers is preferred.
- Proven track record of achieving and exceeding sales targets in a competitive market environment.
- Experience with ASC, GPO &/or independent contracts is preferred.
- Exceptional interpersonal and communication skills to build relationships with internal and external partners.
- Strategic problem solver with excellent analytical skills, capable of making data-driven decisions to deliver revenue & profitability goals.
- Willingness to travel as needed to meet business objectives.
- Ability to travel approx. 60%
This position is eligible for a company car through the Company's FLEET program.
The anticipated base pay range for this position is $111,000 - $179,400
The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
Johnson & Johnson is an Affirmative Action and 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, or protected veteran status and will not be discriminated against on the basis of disability.
Johnson & Johnson values diversity and inclusion. We are committed to building diverse teams that reflect both the patients and the partners we support. We strive to create an inclusive work environment where our people feel at home and are given the space to realize their full potential. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com!
For more than 130 years, diversity, equity & inclusion (DEI) has been a part of our cultural fabric at Johnson & Johnson and woven into how we do business every day. Rooted in Our Credo, the values of DEI fuel our pursuit to create a healthier, more equitable world. Our diverse workforce and culture of belonging accelerate innovation to solve the world's most pressing healthcare challenges.
We know that the success of our business - and our ability to deliver meaningful solutions - depends on how well we understand and meet the diverse needs of the communities we serve. Which is why we foster a culture of inclusion and belonging where all perspectives, abilities and experiences are valued and our people can reach their potential.
At Johnson & Johnson, we all belong!
This job posting is anticipated to close on [2/3/2025]. The Company may however extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.