Director Strategic Accounts (DSA), Integrated Account Team - West

Johnson & Johnson•Seattle, WA

1d•$141,000 - $243,800•Remote

About The Position

Johnson & Johnson is a global healthcare company focused on innovation in Innovative Medicine and MedTech to prevent, treat, and cure complex diseases. Johnson & Johnson Health Care Systems Inc. is recruiting for a Director Strategic Accounts (DSA), Integrated Account Team in the West region. This field-based role covers accounts in Washington, Utah, New Mexico, and Texas. Johnson & Johnson Health Care Systems Inc. provides account management and customer support services to Johnson & Johnson Innovative Medicine accounts, specializing in Integrated Health Systems (IDNs), regional health plans, Group Purchasing Organizations (GPOs), national Health Plan engagement at IDN, Pharmacy Benefit Managers (PBMs), and Specialized Pharmacy Providers (SPPs). The company also handles contract management, logistics, and supply chain functions for major Johnson & Johnson franchises. The Director Strategic Accounts (DSA) is responsible for customer-facing account management with Payer/Provider Integrated Health Systems to achieve sales growth and drive utilization through optimal formulary access for the entire North America Pharmaceutical portfolio. This involves collaborating with C-suite and D-Suite stakeholders, negotiating contracts, and leveraging clinical and economic value propositions to secure favorable formulary status. The DSA leads the One J&J account team and business planning to drive incremental portfolio results across all franchises within these key Enterprise Accounts.

Requirements

BA/BS Degree required.
8 or more years of healthcare industry experience required.
Experience working with critical internal stakeholders/relationships (SCG cross functional partners, Sales Leaders, Market Access, JSA/RWE V&E, Finance, HCC, HCS, Legal, Regulatory, Commercial Excellence, Strategic Business Improvement and brand marketing).
Strong interpersonal skills with the ability to communicate the complexities of a business problem in clear, meaningful terms for the customer.
Strong individual and group leadership and influencing skills especially with cross-function teams in a matrix environment.
Demonstrate strong healthcare acumen.
Ability to think strategically.
Analytical capabilities and attention to detail.
Outstanding written and oral communications skills.
Ability to present in group and one-on-one settings, using approaches that highlight the most pertinent information for stakeholders and spur stakeholder actions.
Ability to regularly use discretion and judgment.
Ability to establish an effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives.
Strong negotiating & listening skills.
Knowledge of formulary processes, health care contractual negotiations and implementation, and healthcare industry trends required.
Ability to understand multiple disease states, therapeutic areas, clinical and pharmacoeconomic data as it relates to the assigned product areas required.
Ability to travel significantly (up to 70%), including required meetings and training, overnight and possibly weekends.

Nice To Haves

Advanced degree (i.e. MBA) preferred.
3 or more years of sales, marketing, and contracting or related experience is highly preferred.
5 or more years of pharmaceutical, medical/surgical or device sales management experience is highly preferred.
Prior account management with experience with institutional business customers and/or local market commercial payers/health plans is also highly preferred.
Prior experience with director and senior level Institutional executives within the assigned geographical area preferred.
Experience with critical external relationships (Prioritized IDN customers, Clinical thought leaders, Strategic partners, Healthcare solutions consultants).
Customer Centricity
Hematology
Industry Analysis
Market Knowledge
Oncology
Organizing
Performance Measurement
Pharmaceutical Industry
Pharmaceutical Sales Marketing
Problem Solving
Resource Management
Revenue Management
Sales
Sales Enablement
Sales Trend Analysis
Strategic Sales Planning
Team Management
Technical Credibility

Responsibilities

Achieve sales growth and drive utilization through optimal formulary access for the entire NA Pharmaceutical portfolio of products in key targeted Integrated Health System customers.
Effectively collaborate with stakeholders in enterprise accounts to establish relationships with C-suite and D-Suite clinical, operational and population health stakeholders.
Negotiate terms and conditions of contracts to provide access for products using clinical and economic value propositions and marketing resources to obtain favorable formulary status.
Navigate the complex health system marketplace and work to achieve maximum account penetration to increase scope and areas of influence within assigned accounts, which will include Payer/Provider Health Systems/IDNs and their affiliated GPO.
Provide total Johnson & Johnson Innovative Medicine Portfolio leadership in these Enterprise Accounts by organizing the local One J&J account team.
Lead the One J&J business planning and execution to drive incremental portfolio results across all franchises in these most important Enterprise customers.
Carry out all responsibilities with strict adherence to the J&J Credo and HCC guidelines.

Benefits

Eligible to participate in the Company’s consolidated retirement plan (pension).
Eligible to participate in the Company’s savings plan (401(k)).
Eligible to participate in the Company’s long-term incentive program.
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.
Volunteer Leave – 32 hours per calendar year.
Military Spouse Time-Off – 80 hours per calendar year.