Director, National Accounts - GPO

Johnson & Johnson

1d • Remote

About The Position

Johnson & Johnson, Inc. is recruiting for a Director, National Accounts – GPO within the Key Account Management Team for Johnson & Johnson MedTech Surgery (JJMTS). This customer facing position can be located anywhere within the United States. About Surgery 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 the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting! Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech The Director, National Accounts role is responsible for leading the account team with an overall strategy which includes, business unit contracting, multi-business unit pricing agreements, value-based programs and initiatives within large, integrated, health systems. The Director coordinates all JJMTS contracting and account planning with the Field Sales Organization(s) and internal J&J business partners including Offer Development, Legal, Marketing, Pricing, Account Management, HEMA, Healthcare Compliance, Finance, etc. The Director will also provide insights/guidance to the broader JJMTS organization relating to GPO customer trends and shifts in strategic direction.

Requirements

• Bachelor’s Degree required; MBA - preferred.
• 10+ Years of health care business experience - required.
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, legal and compliance requirements - required.
• Significant experience in account management with a strong understanding of GPO models, contracting, negotiating, sales, marketing, sales management/leadership - required.
• Strategic thinking skills (problem solving skills in complex negotiations) - required.
• Experience developing strategic contracting proposals and successfully completing customer negotiations - required.
• Financial competence, with an understanding of gross profit, erosion, pricing impact - required.
• Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mentality - required.
• Collaborative style, ability to process multiple, complex and often conflicting inputs to build an executable contract strategy - required.
• Strong analytical skills - required.
• Highly effective communication skills - required.
• Proven ability to manage through constructive conflict - required.
• Ability to align strategy with multiple stakeholder, both internal and external – required.
• Ability to travel up to 60% of the time - required.

Nice To Haves

• Relevant medical device (surgery) product knowledge - preferred.
• Understanding of the digital / robotics market – preferred.

Responsibilities

• Reports to the Area Vice President, National Accounts for JJMTS and is responsible for the contracting strategy, pricing and daily contract management of the Premier GPO National and Performance Group contracts.
• Develops sustainable strategic relationships with key stakeholders across the Premier GPO as a single point of contact to enhance effectiveness in driving short and long-term account growth and strategy implementation.
• Develops account strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, introduction of new products & technology, managing erosion).
• Lead a collaborative process in partnership with account teams across the Field Sales Organization (FSO), account management teams and other business partners in the organization, to align on and implement strategy.
• Lead all aspects of contract management with strong collaboration with internal partners including RFPs, contract renewals, deal creation, negotiation, execution and compliance/performance management.
• Understand the full portfolio of JJMTS products and offerings, strategies and business objectives.
• Updates JJMTS leadership on actual and potential landscape changes.
• Deliver periodic Business Reviews to key customers.

Benefits

• 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.
• 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
• Work, Personal and Family Time - up to 40 hours per calendar year
• This position is eligible for a company car through the Company’s FLEET program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees