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Johnson & Johnson, Inc. is recruiting for an Orthopaedic Account Director within J&J MedTech: US Orthopaedics to be located in the Central California Territory.
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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 Orthopaedic Account Director is responsible for leading the Orthopaedic strategy development and relationship management within the specific, geographically focused market. This responsibility includes pricing and contracting for all orthopedic business units, data-driven decision-making, gross profit performance (champion for revenue, price, inventory, and people resources), and strategic lead for the best-in-class MedTech company within the specific market. The Orthopaedic Account Director coordinates and influences DePuy Synthes Orthopaedic strategic planning with the orthopaedic commercial business leaders and internal J&J business partners including the Offer Development, Data and Analytics, Legal, HEMA, Healthcare Compliance, Commercial Operations, Finance, etc. The Orthopaedic Account Director is responsible for helping their customers migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the C-Suite leadership as well as the economic and clinical leadership.
Responsibilities:
- Develop, execute, and deliver the J&J MedTech Orthopaedic strategy for the specific market in conjunction with FSO, Offer Development, Commercial Operations, and SourceView partners
- Execute this strategy to deliver market-leading profitable revenue growth by winning competitive conversions, improving price performance, and protecting base business, while overseeing efficient use of limited company resources (price, inventory, and people).
- Set the standard for maximizing revenue and minimizing cost to serve across the aligned market.
- Develop and grow customer relationships to evolve from transactional relationships into strategic, gain-sharing partnerships that thrive off executing strategies that deliver wins for both J&JMedTech and our customers.
- Develops sustainable strategic relationships with key stakeholders at the customers within their specific market as the primary Orthopaedic point of contact.
- For those customers unwilling to be strategic, SHAPE the plans of the FSO and the Regional Market Manager to minimize investment in, and maximize return with, transactional customers.
- LEAD and DELIVER on utilizing data (customer orthopedic PO data) to create an approach with each customer that delivers strong business results for them, which leads to strong business results for J&J MedTech
- LEAD and DELIVER on utilizing this same data to influence FSO strategy with each customer in the AD's specific market.
- Lead how we CONNECT customers to the shared services resources (Contract Management, Deliver, Commercial Operations, Field Sales Network, HEMA, etc.)
- Develops the Orthopaedic market-based strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, the introduction of new products & technology, managing erosion, containing inventory expenditure, etc).
- Leads a collaborative process in partnership with the rest of the Orthopaedic business unit, especially Field Sales leadership, to ensure the market-based strategy aligns with Orthopaedic leadership priorities and objectives.
- Manages account performance by monitoring orthopedic contract compliance and contract performance, as well as conducting routine business reviews with key customers to review the results. \
- Responsible for growing in focus product categories, as well as new products as determined by the J&J Medtech Orthopaedics business plans.
- Builds and maintains strong relationships with market-based economic decision-makers, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, Service Line Leaders, etc.
- Accountable for the creation of market-based Orthopaedic contracts and pricing strategies across Orthopaedic product lines, especially Win As One overlay programs.
- Develop a thorough understanding of the full set of J&J Medtech Orthopaedics products and offerings, strategies, and business objectives, especially digital and robotics.
- In all aspects of the role, the following competencies will be utilized and needed:
- Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation, and Consultation as well as Executional Excellence
Qualifications
- Bachelor's Degree required
- 10+ Years of orthopedic or health care or business experience
- Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, and legal and compliance requirements
- Experience in successful customer negotiations where all business objectives were met or exceeded
- Strategic thinking skills (problem-solving skills in complex negotiations)
- Experience developing strategic contracting proposals and successfully executing customer negotiations.
- Financial acumen, with an understanding of gross profit, erosion, pricing impact, inventory management
- Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset
- Collaborative style, ability to process multiple, complex, and often conflicting inputs to build an executable contract strategy
- Strong analytical skills
- Highly effective communication skills.
- Proven ability to manage through constructive conflict
- Ability to travel up to 25% of the time
- Live within the specific market.
Preferred requirements:
- MBA
- Relevant medical device (orthopedics) product knowledge
- Understanding of the digital / robotics market
The anticipated base pay range for this position is $142,000 to $244,950. California Bay Area - The anticipated base pay range for this position is $163,000 to $281,750.
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)).
- This position is eligible to participate in the Company's long-term incentive program.
- 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 of Work, Personal and Family Time - up to 40 hours per calendar year
The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.
For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits
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