Associate Director, Strategic Accounts

Johnson & Johnson Innovative Medicine•Jacksonville, FL

12d•$122,000 - $212,750•Remote

About The Position

This role is a senior strategic account leadership position within Johnson & Johnson Vision, supporting the EssilorLuxottica relationship. The primary purpose is to accelerate profitable growth, strengthen executive-level customer partnerships, and lead cross-functional collaboration. The Associate Director is accountable for delivering sales, income, market share, and return on investment targets. This includes shaping long-range customer strategy, managing complex business plans, and ensuring alignment among stakeholders. The role also involves coaching and developing other Strategic Account Managers, fostering team capability, execution excellence, and a high-performance culture. The ideal candidate is a seasoned Sales Professional and People Leader with a strong understanding of industry and channel trends, evolving business models, customer needs, and organizational objectives. This position requires the ability to conceptualize, develop, plan, and execute a comprehensive business strategy that creates customer solutions across multiple channels in a dynamic North America/Global marketplace. Key responsibilities include achieving sales forecasts, effectively launching new products, customizing programs, managing the P&L by customer, and maximizing sales, marketing spend, and ROI.

Requirements

A minimum of a BA/BS in a business-related field is required.
A minimum of 8 years of progressive sales, marketing, or commercial leadership experience is required.
Successful experience with multiple accounts or vendors in a competitive selling environment is required.
Ability to demonstrate and possess successful experience managing sales to multiple channels at a corporate level is required.
Proven experience in joint business planning, strategic account strategy, contract negotiation, and financial management is required.
Strong commercial and financial acumen, including experience with forecasting, pricing, ROI analysis, trade investment management, and business planning is required.
Demonstrated leadership competencies, including the ability to lead change, challenge the status quo, influence without authority, and build strong internal and external partnerships across multiple levels is required.
Strong analytical skills and the ability to translate customer, category, and market insights into actionable growth strategies is required.
Excellent communication, influencing, and stakeholder management skills, with the ability to represent the needs of both internal and external partners is required.

Nice To Haves

An MBA is preferred.
Strategic account management experience is strongly preferred.
A minimum of 4 years plus managing and leading a team of sales professionals is preferred.

Responsibilities

Develop comprehensive strategic business plans for both near and long-term growth, identifying and developing customized opportunities by customer that include product, promotion, and field execution.
Understand and assess existing customer business models to further develop commercial strategies.
Leverage trends and real-time market information and develop programs to drive profitable growth.
Provide proactive and routine insight into customer and category trends and projections.
Develop distribution and supply chain strategies and solutions that meet customer and company objectives.
Manage short and long-term P&L by customer to maintain profitable return on investment.
Position and deliver economic and value-related solutions to financial decision makers within all Key Accounts.
Partner strategically and actively with the Field Sales organization.
Manage and coach high-level sales professionals.
Drive a high-performing team/culture.
Develop talent through coaching, mentoring, providing courageous feedback, and being a strong role model.
Build strong followership across the team and organization by helping people understand and engage with the strategy/vision.
Influence and generate customer behaviors that align with and are mutually beneficial to both JJV and the customer goal attainment.
Assess customer’s needs and prepare strategic plans to optimize customer satisfaction to attain JJV business goals.
Establish and maintain superior relationships with Key Account partners at all levels.
Ensure internal cross-functional department and external execution and buyer alignment.
Prepare and/or review financial models to recommend and establish appropriate pricing and promotion investment(s) to meet customer's needs within governance guidelines.
Coordinate with multiple functional areas such as finance, legal, sales, marketing, analytics, and customer marketing as necessary.
Create, develop, and present proposed contracts/plans to internal governance for approval.
Review and negotiate contract terms and recommend contract language that meets the needs and compliance standards internally and externally.
Provide Regional contracting direction, support, and training to field sales.
Monitor and measure contract compliance including rebates and other promotional investments offered.
Develop field execution plans for customer programs and promotions, coordinating with marketing and field resources.
Develop and maintain account dashboards nationally, regionally, and at district level.
Demonstrate ROI for all promotional/provisional spend.
Execute quarterly business reviews with the customer and internal organization.
Manage and monitor customer incentive programs.
Manage inventory, including new product launches and promotion/seasonal impact.
Apply strategic business planning and demonstrated influencing skills.
Utilize highly developed interpersonal/people skills.
Apply coaching and performance management techniques.
Utilize strong analytical skills while maintaining the ability to think strategically.
Apply strong negotiation/leveraging skills.
Understand and apply complex legal considerations.
Apply business planning and financial models.
Effectively sell the value proposition of JJV and its products and solutions.
Utilize strong presentation skills, both in preparing and delivering a message.
Understand customer needs and appropriately apply appropriate solutions.
Understand and adhere to all aspects of Health Care Compliance.

Benefits

Consolidated retirement plan (pension)
Savings plan (401(k))
Vacation – 120 hours per calendar year
Sick time - 40 hours per calendar year (or 48/56 hours for CO/WA residents)
Holiday pay, including Floating Holidays – 13 days per calendar year
Work, Personal and Life 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