AVP, National, Key Account Management

Johnson & Johnson • Raritan, NJ

4d • Remote

About The Position

The Area Vice President, National Accounts, Key Account Management, is responsible for leading strategic engagement and overall account management for large hospital systems and group purchasing organization customers across J&J MedTech Surgery. This leader will develop and guide a high-performing team of Key Account Directors and Key Account Managers to deliver business plan objectives, including revenue growth, pricing discipline, market access, and the expansion of strategic customer relationships.

Requirements

• 12+ years of sales, account management, marketing, finance, or general management/consulting experience
• 5+ years of people management experience required
• Customer management experience preferred with a strong understanding of GPO models; including joint value creation and customer solutions
• Financial acuity, market knowledge & analytics required
• Contract management & negotiation experiences required
• Knowledge of the Healthcare marketplace required
• Excellent critical thinking skills required
• Strong quantitative and analytical skills
• Outstanding ability to collaborate with peers, leaders and senior executives
• Outstanding ability to navigate the organization and decision-making processes
• Outstanding ability to toggle between big picture and attention to detail required
• Outstanding verbal and written communication skills

Nice To Haves

• Medical Device marketplace preferred

Responsibilities

• Lead the team in developing strategic business plans for National Account customers.
• Build and sustain executive-level relationships with hospital and healthcare leaders, key economic decision makers, and strategic partners to advance commercial model transformation, joint value creation, cost reduction, process improvement, growth, and profitability for both organizations.
• Collaborate consultatively with customers and internal ETH/J&J partners to align customer needs with enterprise capabilities, including professional education, supply chain and logistics, data analytics, health economics, finance, marketing, R&D, and outcomes research.
• Guide the team in translating sector and business unit priorities into channel- and customer-specific business plans.
• Assess customer needs and align internal resources to optimize customer and business outcomes, while advancing contract pricing, compliance, and execution.
• Lead the National Key Account team, including KAM Directors and KAM Managers, to support field contracting strategies, implementation, and performance measurement.
• Lead engagement and collaboration with field sales, marketing, finance, and enterprise partners to ensure strategies align with broader organizational, sector, and enterprise goals.
• Serve as a key leader and customer advocate in partnership with Offer Development, KAM Marketing, Sales AVPs, and regional marketing leaders to execute national strategies.
• Develop and mentor directors and managers in critical business competencies, including business insights, clinical and product knowledge, and leadership behaviors.
• Provide education and insight to key stakeholders regarding national and regional market trends.
• Establish overall objectives and targets, lead the development of account metrics, and provide ongoing performance oversight.
• Support the Vice President, Key Account Management, in building an industry-leading key account management capability, including strategic solutions, service execution, and deep market- and account-level customer insights.
• Ensure coordinated execution of customer solutions through clinical and economic services, programs, and cross-functional resources.

Benefits

• 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 period
• Volunteer Leave – 32 hours per calendar year
• Military Spouse Time-Off – 80 hours per calendar year

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed