Johnson & Johnson is currently seeking a National Accounts, Offer Development Director within J&J MedTech for US Orthopaedics and US General Surgery. The candidate can be located anywhere nationally and considered remote, however due to the nature of the periodic in person customer engagement, preference will be given to candidates that reside within 30 miles of a major airport.
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/.
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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.
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Position Overview:
The position works directly with the National MedTech Account Management team. The role also partners closely with the Orthopaedic and General Surgery Contract Strategy and Contract Management teams. The position also collaborates with other Enterprise 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 our business customers.
The role is the primary point of contact with Account Management and Field Sales teams on all aspects relating to contract development for national IDN's and National and regional Group Purchasing Organization (GPO) deal making, 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 has responsibility for working with the analysts and specialists from the teams to support the development and refinement of the specific offer.
Position responsibilities include:
- Reports to the Vice President of Customer Solutions
- Collaborate with aligned to business functions supporting key National Accounts
- Direct contribution to crafting contracting approaches to achieve overall business plan financial objectives and results, including targets for price erosion.
- Responsible for prioritization of offer development workflow across local markets and partner alignment in support of those priorities
- Ensure workload balancing across the Offer Development Analysts which have responsibilities for all MedTech businesses and provide mentoring and feedback to staff.
- Responsible for all offer development types including Capital, Implants and Accessories
- Collaborating with account team leads, field sales leaders, and other internal partners to develop, implement and maintain agreements that align with and directly impact JJMT business goals and objectives.
- Supporting the implementation of National IDN and GPO contract strategies while offering innovative contracting solutions at the local account level that fit 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 accurate approvals via finance and CPC (contracting, pricing committee).
- Drive the development of detailed offers using product expertise, business insights and professional judgment while adhering to contracting strategies and price matrices.
- Develop detailed, error-proof offers and analysis, maintaining a high attention to detail, while still seeing the emerging patterns across offers.
- Provide proactive analytics to the Account Management teams to move from reactionary to proactive consultation and deal development.
- Partner with Contract Strategy teams to implement newly developed contract offerings, new product launches, integration of acquisitions into our contract strategies and other initiatives and offerings.
- Develop sophisticated pricing approaches to allow aligning smaller IDN customers to National Contract strategy.
- National IDN and GPO customer facing engagement as needed.
- Accountable to 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.
- Develop product insights from competition along with price and procedure benchmarking.
- Identify market insights and market-based analytics through the national customer perspective to translate trends and insights into relevant pricing strategies or modifications as needed.
- Develop Account performance and business planning insights and toolsets.
- Develop value propositions and conversion plans that are standardized and repeatable to broad audiences.
Qualifications
Qualifications:
- A BS/BA or equivalent experience is required. A concentration in Business, Finance, Economics or Marketing is preferred. An MBA and/or an advanced degree or equivalent experience is preferred.
- 10 years of experience in contracting, sales, finance, or related professional experience is preferred.
- Deep 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 partner groups with an enterprise mentality is required.
- Ability to process complex and often ambiguous inputs to forge sound strategic insights into actionable strategies.
- Must live within 30 miles of a major US airport.
- Ability to travel up to 20% of the time.
This position will support all Customers and offer development types within Johnson & Johnson Orthopedics and General Surgery businesses. The role will be tasked with driving business performance being an advisor on customer proposals involving sophisticated deal structures to developing a narrower set of pricing options for smaller customers. This role will need to balance quantitative/qualitative problem-solving skills and critical thinking applying J&J and MedTech insights to deliver the financial objectives of the organization. Excellent written and oral communication skills are a must!
The anticipated base pay range for this position is $146,000 to $251,850. 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 February 14, 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.
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