Contract Director, KAM
About The Position
Johnson & Johnson is recruiting a field-based Contract Director for its Key Account Management (KAM) MedTech Surgery business. The role is available across Northern California, Oregon, Washington, Utah, Idaho, and Colorado. The Contract Director leads negotiations, contract execution, and pricing strategy for large health systems. Working with Field Sales, the Director of Key Account Management, and internal partners—including Offer Development, Pricing, Legal, Healthcare Compliance, and Finance—the role drives account plans and manages contracting, pricing, and the Surgery portfolio across 10–12 large health system customers. The position focuses on profitable performance, contract compliance, access to products, and relationships with health system decision makers. This position requires domestic travel of approximately 60%. It is eligible for a company car through the Company’s FLEET program and participation in the company sales incentive compensation program and long-term incentive program.
Requirements
- Bachelor’s degree.
- 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.
- Experience working in a highly matrixed environment and influencing multiple stakeholder groups with an enterprise mindset.
- Collaborative approach and ability to process multiple, complex, and often conflicting inputs to build executable contract strategy.
- Strong analytical skills.
- Highly effective communication skills.
- Proven ability to manage through constructive conflict.
Nice To Haves
- Understanding of gross profit, erosion, and pricing impact.
- 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.
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 accelerate profitable performance, including revenue growth, improved price performance, and management of erosion.
- Monitor contract compliance and performance goals.
- Provide access within large health systems for focus product categories and new products identified in Surgery business plans.
- Build and maintain relationships with economic decision makers, including Supply Chain, Value Analysis Committees, and other committees that make 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, overlay programs, and business objectives.
- Coordinate with Field Sales, the Director of Key Account Management, and internal partners to drive the overall account plan.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short- and long-term disability insurance
- Business accident insurance
- Group legal insurance
- Company consolidated retirement plan (pension)
- 401(k) savings plan
- Long-term incentive program
- Sales incentive compensation program
- Vacation: up to 120 hours per calendar year
- Sick time: up to 40 hours per calendar year, or up to 56 hours for Washington employees
- Holiday pay, including floating holidays: up to 13 days per calendar year
- Work, Personal and Family Time: up to 40 hours per calendar year
- Company car eligibility through the FLEET program
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What This Job Offers
Job Type
Full-time
Career Level
Director
