Director, Key Account Leader; J&J MedTech Digital

This role is for a Director on the Growth and Engagement team in MedTech Digital. The MedTech Digital Group is building digital solutions for JJMT, both standalone software and software to support our devices (e.g., Ottava, TES). This Director will serve as the account leader who will drive Polyphonic health system partnerships for MedTech Digital in North America and Latin America. The responsibilities include building and maintaining a target list of accounts that could be Polyphonic participants, working with regional commercial teams to build and expand provider relationships, and being the quarterback to take the potential health system partners from initial conversations to signed partnership agreements. The role will also include working cross functionally with the MedTech Digital Product and Partnerships teams as we shape the product to reflect what we are hearing from the health systems and how we can best address their needs.

The person who serves in this role will need to be able to manage complexity, represent J&J to C-Suite stakeholders at hospitals, have commercial/sales skill sets, work with senior stakeholders across J&J, and execute with precision in a cross-functional way. The role requires an understanding of digital solutions in healthcare and experience in commercializing or selling software to healthcare providers.

Key activities:

For North America and Latin America, work with J&J country organizations to maintain up-to-date list of target customers based on criteria identified

• Segmentation of customers based on established criteria
• Maintain airtable/CRM of customer information, including account key stakeholders, mapping of relationships to that account, cloud coverage, J&J history, etc.
• Keep target account information updated, including adding news, touchpoints by other stakeholders, key innovation initiatives

Drive accounts from prospecting to close, project managing all relevant functional and regional stakeholders to get to contract signature

• Continuously identify and nurture warm leads to qualify the account
• Be the voice of MTD in clarifying the value proposition of Polyphonic for customer, leading the customer presentations and demos
• Manage the process of moving customer through sales funnel, ensuring that process is followed and checkpoints achieved for each stage of the sales process
• Project manage functional involvement (eg Legal, Privacy) and regional involvement (SCM, digital regional team) for each account as it progresses

Build and manage stakeholder list of key external customers and influencers in region and develop deep relationships

• Nurture relationships with key decision makers and opinion leaders in the space
• Explore potential partners and liaise with Partnerships lead to surface high potentials
• Be the eyes and ears of customer needs and trends in region, feeding back information to G&E and product leaders

Represent the voice of the NAM/LatAm customers in cross-functional discussions, helping to shape our customer-facing materials and product roadmap

• Support Marketing team to develop customer-facing materials and demos, providing a view on what resonates
• Participate in Product-led conversations on roadmap and features that would be most valuable to our customers

Build and maintain process for sales funnel, both in Early Access Program as well as Commercial phases

• As we learn through the Beta process, continuously document and improve the process by which we move customers through the funnel to contract signature
• Set up self-sustaining processes which are needed, eg compliant HCC payments
• Support setup and updating of CRM/Airtable systems
• Support evolution of MSAs and Contract frameworks needed as Polyphonic develops

Qualifications

Education:

• A minimum of a bachelor's degree in business, Marketing, or relevant discipline, is required. MBA or Advanced Degree is preferred.

Required Skills and Experience:

• 8+ years of relevant business, sales, and/or marketing experience with a focus on healthcare

• Understanding of US healthcare institutions and stakeholder personas at hospitals/health systems involved in buying software

• Experience in selling or commercializing software in providers/health systems, particularly software that touches clinical pathways

• Outstanding communication skills; ability to mobilize an organization by setting a vision, providing clarity, and translating strategy into

successful execution

• Shown tenacity and energy to inspire change; high tolerance for ambiguity and willingness to adapt to change

• Demonstrate strong leadership and interpersonal skills and be able to partner and influence across functions and organizations to drive business goals

Preferred Skills and Experience:

• Ability to work cross sector and influence without authority

• Knowledge of operating room's and surgery

Other:

• This role may require up to 30% travel (domestic and international)

• The anticipated base salary for this role is $146,000 to $251,850

• For candidates based out of the Bay Area, CA, the anticipated base salary range is $167,000 to $289,900.

Do you want to be part of a diverse team delivering innovative products to market? Apply today!

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