Contract Director, KAM

Johnson & Johnson Innovative Medicine•Washington, DC

2d•$134,000 - $216,200

About The Position

Johnson & Johnson is recruiting a Contract Director to join its Key Account Management (KAM) MedTech Surgery business. This is a field-based position serving a territory that includes Northern California, Oregon, Washington, Utah, Idaho, and Colorado. The Contract Director leads negotiations, execution, and management of pricing strategy within large health systems. Working with Field Sales, the Director of Key Account Management, and internal partners such as Offer Development, Pricing, Legal, Healthcare Compliance, and Finance, the role helps drive the overall account plan. The position is responsible for the Surgery portfolio across 10–12 large health system customers. The role focuses on profitable account performance, contract compliance, product access, strong relationships with health system decision makers, and co-creating contract and pricing strategies. Travel is required, approximately 60%, including domestic and international travel. The position is eligible for a company car through the Company's FLEET program.

Requirements

Bachelor’s degree required.
At least 7 years of proven experience.
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, and legal and compliance requirements.
Experience in account management, contracting, marketing, or sales management.
Financial acumen required; understanding gross profit, erosion, and pricing impact is preferred.
Experience working in a highly matrixed environment and influencing multiple stakeholder groups with an enterprise mindset.
Collaborative approach and ability to process complex, sometimes conflicting inputs into an executable contract strategy.
Strong analytical skills.
Highly effective communication skills.
Proven ability to manage through constructive conflict.

Nice To Haves

Sales management experience.
Experience developing and successfully executing customer negotiations.
Relevant product knowledge in surgical, orthopedic, or capital products.
Understanding of the digital and robotics market.
Understanding of gross profit, erosion, and pricing impact.

Responsibilities

Lead contracting, pricing, and daily management of the Surgery portfolio for 10–12 large health system customers.
Support the Director, Strategic Accounts in developing account strategies that drive profitable performance, including revenue growth, improved price performance, and management of erosion.
Monitor contract compliance and performance against contract goals.
Secure access within large health systems for focus product categories and new products as determined by Surgery business plans.
Build and maintain relationships with health system economic decision makers, including Supply Chain, Value Analysis Committees, and other committees making system-wide product decisions.
Manage health system contracts, including RFPs, renewals, deal creation, and delivery.
Co-create contract strategy and pricing across platforms, product lines, offerings, strategies, overlay programs, and business objectives.
Coordinate with Field Sales, the Director of Key Account Management, and internal business partners to drive the overall account plan.

Benefits

Medical, dental, and vision benefits.
Life insurance.
Short- and long-term disability insurance.
Business accident insurance.
Group legal insurance.
Consolidated retirement plan (pension) and 401(k) savings plan, subject to eligibility.
Long-term incentive program participation.
Vacation of up to 120 hours per calendar year.
Sick time of up to 40 hours per calendar year, or up to 56 hours for employees residing in Washington.
Holiday pay, including floating holidays, of up to 13 days per calendar year.
Work, Personal and Family Time of up to 40 hours per calendar year.
Company car eligibility through the FLEET program.
Sales incentive compensation program eligibility.