Director, Key Account Management (Nashville, TN) Johnson and Johnson MedTech, Electrophysiology

Johnson & Johnson • Nashville, TN

7d

About The Position

Johnson & Johnson MedTech- Electrophysiology (J&J MedTech-EP) business unit is recruiting for a Director, Key Account Management role. This position will support the Nashville, TN territory, and report to the Director, US Contract Strategy. Remote work options may be considered on a case-by-case basis and if approved by the Company. At J&J MedTech-EP we have one goal — to ensure those with cardiac arrhythmia can live the lives they want. This means transforming the latest advancements in electrophysiology into a suite of tools that empowers physicians with a range of treatments for the best outcomes. Quality products and approaches are achievable only through collaboration with the smartest minds in electrophysiology. For more than 30 years, we’ve been the global market leader in the science and technology of cardiac arrhythmia treatment, working with thousands of electrophysiologists to identify and develop diagnostic and treatment tools. And through onsite training, online courses, and our global education centers, we work together to set new standards every day. Learn more about J&J MedTech-EP at www.jnjmedtech.com/en-US/companies/biosensewebster Description: The Director, Key Account Management role is responsible for leading the negotiations, execution and management for pricing strategy within large health systems. This position has the responsibility to collaborate on disposable and capital contract strategies utilizing insights and analysis to maximize volume and market share growth. He or she will lead, implement and support facility, IDN, Regional GPO, and National GPO contract negotiations. This role requires close and consistent collaboration with Marketing, Legal, Finance, and Commercial Operations to drive adoption of compliant and approved contract strategies.

Requirements

• A minimum of a bachelor’s degree (BS/BA) is required. A degree in Business, Finance, Sales & Marketing is preferred.
• A minimum of 5 years of Medical Technology sales and/or contracting strategy experience required, preferably in cardiovascular and electrophysiology industry.
• Experience in sales of capital equipment, software and/or disposable medical devices required
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements
• Experience in at least one of the following: account management, contracting, marketing or sales management
• Strong analytical skills and the ability to prepare and deliver effective financial presentations is required
• Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset
• Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy
• Highly effective communication skills

Nice To Haves

• Experience managing the end-to-end contract continuum is preferred

Responsibilities

• Contract negotiation
• Support Field Sales Organization in developing account strategies to accelerate the delivery of profitable performance metrics in assigned health systems.
• Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
• Manage account performance by monitoring contract compliance and contract performance goals.
• Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
• In all aspects of the role, the following competencies will be utilized and needed: Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence.
• Deliver value-based solutions
• Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
• Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
• External and Internal Interaction
• Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
• Build and maintain strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions.
• Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
• Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams.

Benefits

• This position is eligible for an annual performance bonus in accordance with the terms of the applicable plan.
• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
• Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
• This position is eligible to participate in the Company’s long-term incentive program.
• This position is eligible for a company car.
• Employees are eligible for the following time off benefits: Vacation – up to 120 hours per calendar year Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year Holiday pay, including Floating Holidays – up to 13 days per calendar year of Work, Personal and Family Time - up to 40 hours per calendar year

What This Job Offers

• Job Type: Full-time
• Career Level: Director