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Johnson & Johnson, Inc. is recruiting for a Director, of Orthopedics Offer Development within J&J MedTech: US Orthopaedics. The ideal candidate will be located near an Orthopedics office, however, due to the evolution of customer engagement preferences, consideration will also be given to remote candidates.
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Johnson & Johnson, through its operating companies, is the world's most comprehensive and broadly-based manufacturer of healthcare products, as well as a provider of related services, for the Innovative Medicines and MedTech markets. We strive to provide scientifically sound, high-quality products and services to help heal, cure disease, and improve the quality of life.
The Ortho Offer Development team works in close collaboration with Field Sales, Account Management, Contract Strategy, Contract Management, and other partners such as Legal, Finance, Health Care Compliance, Government Compliance, etc. to put together the most appropriate offering (products, pricing, solutions and T&Cs) for the customer.
The Ortho Offer Development Director is responsible for being the primary point of contact with Ortho Account Management and Field Sales on all aspects relating to contract development, negotiations, amendments, and issue resolution and routing the requests to the appropriate partners on behalf of the account teams. Offer Development is the front end of the contracting engine for the entire J&J MedTech organization and is responsible for directing the analysts and specialists who support the development and refinement of the specific offer.
Responsibilities:
- Reports to Senior Director of Offer Development
- Manage Direct Reports (Level 31 and below) aligned to business functions supporting key local markets
- Responsible for the management, training, and development of the Offer Development Managers
- Responsible for prioritization of Deal Workflow across local markets and stakeholder alignment in support of those priorities
- Ensure appropriate work assignment and workload balancing across the Quoting Analysts which have responsibilities for all medical device businesses and provide coaching, mentoring and feedback to staff.
- Responsible for all deal types including Capital, Implants, and Accessories
- Partnering with account team leads, field sales leaders, and other internal partners to develop, implement, and maintain agreements that align with and directly impact JJMT's business goals and objectives.
- Supporting the implementation of regional contract strategies while offering creative contracting solutions at the local account level that fits within the national strategy focus.
- The position is a key driver of the offer development process, develops implementation strategies, and provides input to risks and implications to management and proper approvals via finance and CPC (contracting, pricing committee).
- Drive the development of detailed offers leveraging product expertise, business acumen, and professional judgment while adhering to contracting strategies and price matrices.
- Develop rigorous, error-proof offers and analysis, maintaining a high attention to detail, while still seeing the emerging patterns, trends, and insights across offers.
- Provide proactive analytics to the Account Management teams to move from reactionary to proactive negotiations and deal development.
- Partner with Contract Strategy teams to execute newly developed contract offerings, new product launches, integration of acquisitions into our contract strategies, and other initiatives and offerings.
- Accountable for the performance of Deals within defined customer groups
Special Projects may include:
- Provide our customer-facing teams' tools and frameworks needed to drive growth.
- Opportunities to drive consistent analytical frameworks and what-if modeling tools.
- Recommend the data consolidation from disparate systems to a standardized customer approach.
- Consolidate competitive insights along with price and procedure benchmarking to drive next best actions.
- Develop key market insights through the customer lens and internal collaborations on market-based analytics to translate trends and insights into meaningful pricing strategies or modifications as appropriate.
- Develop Account performance and business planning insights and toolsets.
- Standardize and automate monthly Quarterly Business Reporting for Deal Excellence.
- Develop value propositions and conversion plans that are standardized and repeatable to broad audiences.
Qualifications
- A minimum of a BS/BA is required. A degree in Business, Finance, Economics or Marketing is preferred. An MBA and/or an advanced degree is preferred.
- A minimum of 10 years of experience in Contracting, Sales, Finance, or related business experience is preferred.
- Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements strongly preferred.
- Experience in any of the following required: account management, finance, pricing, medical devices sales management, healthcare consulting
- Experience developing capabilities to support internal organization and customers, as well as in customer negotiations, strongly preferred.
- Strong executive presence required.
- Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset required.
- Consultative style, ability to process multiple, complex and often ambiguous inputs to forge sound strategic insights into actionable strategies.
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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.
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