About Surgery
Fueled by innovation at the intersection of biology and technology, we're developing the next generation of smarter, less invasive, more personalized treatments. Our Surgery team delivers surgical technologies and solutions to surgeons and healthcare professionals around the world, helping to treat conditions such as obesity, cardiovascular disease and cancer. Learn more at https://www.jnj.com/medtech
Position Summary
Johnson & Johnson is recruiting for a Contract Director to join our Key Account Management (KAM) MedTech Surgery business. This is a field-based role available in multiple states within the Northern CA/Pacific Northwest territory, including: Northern California, Oregon, Washington, Utah, Idaho, and Colorado. Specific cities listed in the Locations section are examples only and do not limit application.
The Contract Director – Key Account Management (CD) role is responsible for leading the negotiations, execution, and management for pricing strategy within large health systems. The CD coordinates with the Field Sales organizations, the Director, Key Account Management and internal business partners (Offer Development, Pricing, Legal, Healthcare compliance, Finance, etc.) to drive the overall Account Plan.
Responsibilities
•Reports to the Director, Key Account Management and is responsible for contracting, pricing and daily management of Surgery portfolio with 10-12 large health system customers.
•Supports the Director, Strategic Accounts in developing account strategies to accelerate the delivery of profitable performance metrics (i.e., revenue growth, improved price performance, managing erosion) in assigned health systems.
•Manages account performance by monitoring contract compliance and contract performance goals.
•Responsible for providing access within large health systems for focus product categories, as well as new products as determined by the Surgery business plans.
•Builds and maintains strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions.
•Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.)
•Accountable for the co-creation of contract strategy and pricing across platforms/product lines, offerings, strategies, overlay programs and business objectives.
Required Qualifications
•A minimum of a bachelor's degree is required
•7+ years of proven experience is required
Required Knowledge, Skills and Abilities
•Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required.
•Experience in any of the following required: account management, contracting, marketing and sales management.
•Financial acumen required, an understanding of gross profit, erosion, pricing impact preferred.
•Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset required.
•Collaborative style, ability to process multiple, complex, and often conflicting inputs to build executable contract strategy.
•Strong analytical skills
•Highly effective communication skills
•Proven ability to manage through constructive conflict.
Travel
•Travel on the Job: Yes
•Percentage Traveled: ~60%
•This position is eligible for a company car through the Company's FLEET program.
•Type of Travel Required: Domestic, International
Preferred Knowledge, Skills and Abilities
•Sales Management Experience strongly preferred.
•Experience developing and successfully executing customer negotiations, strongly preferred.
•Relevant product knowledge (surgical, orthopedic, or capital)
•Understanding of the digital / robotics market
Benefits Summary
•Employees and/or eligible dependents may be eligible to participate in 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.
•Time off benefits: Vacation – up to 120 hours per calendar year; Sick time - up to 40 hours per calendar year (up to 56 hours for employees residing in Washington State); Holiday pay, including Floating Holidays – up to 13 days per calendar year; Work, Personal and Family Time - up to 40 hours per calendar year.
Additional information: https://www.careers.jnj.com/employee-benefits
Preferred Skills
Contract Execution, Contract Lifecycle Management (CLM), Contract Negotiations, Contract Proposals, Contract Specifications, Hospital Operations, Incentive Policy, Procedures, and Quotas, Key Account Management, Key Account Relationship Management, Key Account Selling, Key Account Strategy, Key Customer Management, Medical Device Industry, Medical Devices, Medical Device Sales, Medicines and Device Development and Regulation, Negotiation, Negotiation Strategies, Negotiation Tactics, Pricing Strategies, Relationship Building, Sales, Sales Territory Management, Strategic Sales Planning
Pay
The anticipated base pay range for this position is: $134,000.00 - $216,200.00
The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
