ASC Senior Account Manager (Atlanta, GA)

Johnson & Johnson Innovative Medicine•Atlanta, GA

4d•Onsite

About The Position

Johnson & Johnson is recruiting for an Ambulatory Surgery Center (ASC) Sales Account Manager to be located in Atlanta, Georgia. This role is part of the DePuy Synthes Companies of Johnson & Johnson, the largest, most innovative, and comprehensive orthopedic and neurological business in the world. The company is focused on developing the next generation of smarter, less invasive, more personalized treatments in orthopedics, helping millions of people move each year. The Orthopaedics teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery. Johnson & Johnson is committed to fostering an inclusive work environment where every individual is respected and recognized for their merit.

Requirements

Bachelor’s degree required
8 years related business experience required
Proven experience in a highly regulated clinical environment required
MedTech experience required
Orthopedic and/or capital experience strongly preferred especially in multi-platform environment
Strong business acumen
Strong contract negotiation skills
Strong deal desk experience
Ability to orchestrate deals from ground up
Strong communication skills
Strong analytical skills
Ability to influence others
Excellent written and verbal communication and presentation skills
Strong proficiency in Microsoft Office Suite
Ability to work in a hands-on, fast-paced, customer-focused environment.

Nice To Haves

MBA or other advanced business degree preferred
People leadership experience in current role or previous people leadership experience

Responsibilities

Develop partnerships between enterprise and Platform sales management, marketing, offer development, legal, and contract teams to implement business plan strategies and contracts to achieve/exceed ASC sales objectives within the assigned geographic area.
Own and perform quarterly business reviews with the ASC customer that includes field sales partners.
Own multi-platform and multi-capital ASC deal strategy creation, a collaborative effort across all DePuy Synthes platforms and possibly J&J MedTech enterprises.
Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines.
Co-develop strategic business plans that span DPS businesses, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success.
Own/lead the negotiation process with the ASC customer.
Be accountable for cross-functional team collaboration across business platforms, understanding the value of DPS products and services, and negotiating on behalf of DPS.
Drive collaboration across local Field Sales Teams for the DePuy Synthes Orthopedics franchise, as well as support the ASC team and other internal and external partners, including distributor partners.
Work with the SCG/contracting team to deliver impactful ASC pricing and contracting solutions to ASC customers.
Work with the solutions team in strategic accounts to address customer's long-term strategic imperatives and provide feedback to the internal organization on potential new solutions.
Use consultative selling techniques to identify potential sales opportunities within the account.
Strategically develop capabilities and training to help facilitate sales growth specific to ASC Site of Care facilities across the region; reinforce and sell corporate programs; partner with the local sales team.
Assess needs at a local level, develop strategic plans and training that will build rep/field skills to meet these needs.
Own the development of administrative and C-Suite relationships within the ASC setting locally, regionally, nationally as needed.
Drive DPS product and service revenue and market share by developing specific strategies that leverage the breadth of the DPS portfolio while delivering unique value to meet the account's needs.
Partner with appropriate internal stakeholders (i.e., Field Leadership and Sales, Marketing, OD, GPO partners) in system-wide related discussions to grow DPS revenue, drive penetration, and increase overall market share in specific ASC accounts.
Understand and address the needs of different C-Suite executives and supply chain to tailor approach and value proposition.
Work with identified strategic customers to maximize the relationship with DPS and increase market share.
Provide leadership and subject matter expertise to the FSO sales managers on changing healthcare dynamics and the needs of the administrative customer.