Associate Director, Strategic Accounts

6094-Johnson & Johnson Vision Care Legal Entity • Jacksonville, FL

6d • Remote

About The Position

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function: MedTech Sales
Job Sub Function: Channel Sales – MedTech (Commission)
Job Category: Professional
All Job Posting Locations: Jacksonville, Florida, United States of America, Remote (US)

About Vision
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 on the possibilities of vision treatments? Ready to join a team that’s reimagining how vision is improved? Our Vision team solves the toughest health challenges. Help combine cutting-edge insights, science, technology, and people to encourage eye care professionals and patients to proactively protect, correct and enhance healthy sight for life. Our products and services address these needs – from the pediatric to aging eye – in a patient’s lifetime. 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 Associate Director of Strategic Accounts supporting EssilorLuxottica. This role is remote within the continental USA, preferred residence close to an airport as the role requires up to 40% overnight travel.

Purpose:
The Associate Director of Strategic Accounts, EssilorLuxottica, is a senior strategic account leadership role responsible for accelerating profitable growth, strengthening executive-level customer partnerships, and leading cross-functional collaboration across one of Johnson & Johnson Vision’s most important strategic retail relationships. This role is accountable for delivering top-line sales, bottom-line income, market share, and return on investment while shaping long-range customer strategy, managing complex business plans, and ensuring alignment across internal and external stakeholders. The Associate Director also leads the coaching and development of other Strategic Account Managers and helps build team capability, execution excellence and a high-performance culture. As a proven leader, this Associate Director must be a seasoned Sales Professional and People Leader with a strong understanding of industry and channel trends, evolving business model(s), customer needs and organizational objectives. This position must be able to conceptualize, develop, plan and execute a comprehensive business strategy that develops customer solutions across multiple channels in a rapidly changing North America/Global marketplace. Accountable for achieving monthly, quarterly and annual sales forecast. Including effectively launching new products and customizing programs. Responsible for P&L by customer, maximizing sales, marketing spends, and ROI.

Requirements

• A minimum of a BA / BS in business related field is required, an MBA is preferred
• A minimum of 8 years of progressive sales, marketing or commercial leadership experience is required; strategic account management experience is strongly preferred
• A minimum of 4 years plus managing and leading a team of sales professionals is preferred
• 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

• MBA is preferred

Responsibilities

• Develop comprehensive strategic business plans for both near and long-term growth while identifying and developing customized opportunities by customer that include product, promotion and field execution
• Ability to 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
• Ability to drive a high performing team/culture
• Talent development mindset with a track record of developing a diverse pipeline of successful leaders through coaching, mentoring, providing courageous feedback and being a strong role model
• Build strong followership across 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
• 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
• Demonstrated ROI for all promotional/provisional spend
• Execute quarterly business review with customer and internal organization
• Manage and monitor of customer incentive programs
• Inventory management including new product launches and promotion / seasonal impact
• Strategic business planning and demonstrated influencing skills
• Highly developed interpersonal / people skills
• Coaching and Performance Management
• Strong analytical skills while maintaining ability to think strategically
• Strong negotiation/leveraging skills
• Ability to understand and apply complex legal considerations
• Adept at business planning and financial models
• Effective in selling value proposition of JJV and its products and solutions
• Strong presentation skills, both preparing and delivering a message
• Ability to understand customer needs and appropriately apply appropriate solutions
• Understand and adhere to all aspects of Health Care Compliance

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
• 10 days 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