Johnson & Johnson is currently seeking a Manager, Commercial Education - Key Account Management to join our MedTech Surgery team located in Raritan, NJ or Cincinnati, OH.
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/.
The Manager, Commercial Education MedTech | Surgery implements the learning strategy and educational programs that supports commercial business objectives. He/She is responsible for designing trainings and developing content for the Key Account Management organization. This role will create best in class learnings inclusive of new hire training, certification, and an ongoing learning continuum leveraging a blended learning approach. Candidates for this role must have experience in contracting, key account management, or curriculum design. This role provides an opportunity for the individual to work in cross-functional teams and gain deeper insight to the entire commercial organization.
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DUTIES & RESPONSIBILITIES
Training Needs Assessment and Curriculum Development
- Conduct needs analyses to identify knowledge and skill gaps specific to the KAM role.
- Gather input from internal stakeholders, including Sales, Deal Desk, Legal, Marketing, and Compliance, to guide training needs.
- Develop engaging learning programs aligned with business goals, incorporating hands-on activities, case studies, and both instructor-led and self-paced modules.
Content Customization and Stakeholder Collaboration
- Customize curricula to focus on contracting, pricing agreements, and value-based programs across integrated health systems.
- Incorporate key competencies such as relationship-building with C-suite stakeholders, RFP management, and strategic account planning.
- Collaborate with the Area Vice Presidents, Sr. Manager of Commercial Education, and other leaders to ensure training aligns with economic and clinical strategies.
- Partner with Marketing to support product launch training and align with strategic priorities.
Training Delivery and Coaching
- Execute Train-the-Trainer (TTT) programs to build global sales learning capabilities, aligned with Ethicon's EdTech strategy.
- Coach and train KAMs to effectively use sales force effectiveness tools to identify growth opportunities and improve account management.
- Upskill KAMs in contracting knowledge, selling skills, and account management techniques.
- Recommend new approaches, techniques, and ideas to help sales representatives exceed objectives.
Evaluation, Compliance, and Continuous Improvement
- Develop assessments to measure the effectiveness of training programs and identify improvement areas.
- Continuously update content based on learner feedback, performance data, and evolving industry trends.
- Ensure compliance with Business Conduct Policy, HCC, and other Johnson & Johnson policies and procedures.
- Manage curriculum delivery through learning management systems (LMS), leveraging technologies such as video-based training, microlearning, and gamification.
General Duties & Responsibilities
- Communicate business-related issues or opportunities to the next management level.
- Ensure compliance with Health, Safety, and Environmental practices and provide necessary resources to staff, as applicable.
- Ensure personal and company compliance with all Federal, State, and local regulations, policies, and procedures.
- Handle customer product questions and objections aligned with sales training methodologies; conduct sales presentations using modern sales techniques.
- Perform other duties as assigned by leadership.
Qualifications
EXPERIENCE AND EDUCATION
- Bachelor's Degree.
- Minimum 5 years successful experience in Clinical Sales, Contracting, or Curriculum Design.
- Expert selling skills.
- Must be located in (or relocate to) the Cincinnati/Raritan-based Institute.
REQUIRED KNOWLEDGE, SKILLS, ABILITIES, CERTIFICATIONS/LICENSES and AFFILIATIONS
- Influence management to negotiate for resources.
- Account planning and development.
- Project leadership and problem solving.
- Ability to convey value proposition to all levels of key stakeholders across a facility.
- Excellent oral, written and presentation written communication.
- Knowledge of Business Conduct Policy, HCC and other Johnson & Johnson policies and procedures preferred.
- Excellent computer skills with Microsoft Office and Apple applications.
• Expertise in sales force effectiveness tools.
The anticipated base pay range for this position is $99,000 to $170,200.
The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation's performance over a calendar/performance year. Bonuses are awarded at the Company's discretion on an individual basis.
Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Employees may be eligible to participate in the Company's consolidated retirement plan (pension) and savings plan (401(k)).
Employees are eligible for the following time off benefits:
• 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.
For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits.
This job posting is anticipated to close on 10/29/24. 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.
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.
Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law.