Academic Key Accounts - Eastern US

Johnson & Johnson•Columbia, ME

6d•Onsite

About The Position

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting. Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech We are searching for the best talent for an Academic Key Accounts role to be based in the Eastern portion of the US. This is a field-based role available in all states within the Eastern US (East of the Mississippi River) and should have proximity to a major airport. Purpose: As an Academic Key Accounts – Eastern US (AKA), this individual will partner with the field to lead a robust strategic account plan, influence others to execute against that plan to identify mutually preferred partnerships with targeted key accounts and will make decisions that bring to bear the entire Auris portfolio. The AKA has leadership responsibility for developing and fostering the Administrative and C-Suite relationships at selected key accounts. The individual will also cultivate relationships with clinical leaders, divisional leaders or chairs of relevant clinical areas. Each AKA will be responsible for driving Monarch revenue and increasing Monarch market share and for leading hospital-specific strategies that match the breadth of the Monarch product and service offerings. The primary work will be partnering with the Area Sales Directors and operationalizing our strategic account plan through sales team members and JNJ partners promoting cross-functional team collaboration to increase Monarch sales and evolve our value proposition to include solution offerings. This leader will also work to shift the conversation from traditional product sales to solutions that meet the customers strategic priorities. The AKA will lead our strategy across a portfolio of Key Accounts ranging from Regional IDN’s to major academic institutions. Key Accounts are those accounts where Monarch has identified an opportunity to explicitly develop a formal relationship that advances both parties mutual and unique interests.

Requirements

A minimum of a Bachelor’s Degree is required
A minimum of 8 years of relevant healthcare experience required
A minimum of 3 years in key account leadership required.
Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to physicians and economic buyers is a must.
The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a must for the role.
Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job and wear necessary protective gear (i.e. lead aprons, masks, etc.).
Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.
Works well with the team and frequently shares sales strategies key learning with sales management and with peers.
Receptive to constructive feedback and collaborates and works well within a matrix team environment.
Proven ability to articulate customer needs and feedback to the entire organization as needed.
Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and tasks.
Ability to communicate at a high level and high frequency level on a daily basis with sales management and the broader organization.
Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.
This position operates in a field-based sales territory environment.
This role requires field travel with a valid Driver’s License.

Nice To Haves

Advertising
Coaching
Developing Others
Hospital Operations
Inclusive Leadership
Innovation
Leadership
Market Research
Market Savvy
Medicines and Device Development and Regulation
Pricing Strategies
Relationship Building
Representing
Sales
Sales Territory Management
Sales Training
Stakeholder Engagement
Sustainable Procurement
Team Management
Vendor Selection

Responsibilities

Operationalize the Monarch sales strategy to increase revenue and market share in a defined territory of key accounts.
Lead National Account, IDN and Academic account sales strategy in collaboration with the VP of Sales, Director of Sales Team, field sales team, and the internal Monarch corporate Team to drive the Monarch portfolio of products and solutions at select key accounts by aligning to the accounts areas of strategic interest and priority.
Identify opportunities to leverage Monarch’s capabilities to help customers optimize Cost and Outcomes, Increase Patient Access and Improving Efficiencies.
Achieve quarterly and fiscal year revenue targets.
Consistently grow revenue in targeted accounts.
Move strategic customers from current state to a trusted strategic partnership; formalize partnership through an agreement that is recognized across Monarch and the account including physicians, IDN executive leaders and hospital executive leadership.
Build a strong Monarch brand and relationship at the Service Line Administrator and C-Suite level within the flagship hospital and health system.
Lead the sales team in building internal relationships across all Monarch business units.
Influence our JNJ partners to support our strategic plan and train in the Monarch value proposition
Manage key sales activities with the Monarch sales team to leverage individual physician relationships in Key Accounts.
Identify key customer needs and partner with the Monarch Sales Team and the Monarch Internal corporate teams to acquire and coordinate appropriate resources to deliver and implement programs that drive unique value.
Proactively share best practices with the Monarch Sales Team.
Collaborate with the VP of Sales and Area Sales Directors to coach and mentor the local sales teams on key account management and solution-based selling that deliver economic value to our customers.
Operationalize a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines.
Execute the strategic business plan that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.
Perform quarterly business reviews in collaboration with the Monarch Sales management team in the Key Accounts; include broad range of non-supply chain leadership at each business review. Support quarterly business review efforts with the Area Sales Directors and local sales teams.
Ensure customer Solution ideas and requests are created and communicated internally including to Executive Leadership.
Develop and execute quarterly business plans which achieve procedure sales and disposable sales revenue targets within the assigned geographical territory.
Maintain a detailed, frequently updated and strategic business plan for the territory.
Build realistic sales forecasts to sales management on a consistent basis.

Benefits

employees are 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.
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
Holiday pay, including Floating Holidays –13 days per calendar year
Work, Personal and Family Time - up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year