Director Strategic Accounts (DSA), Institutional Business Group - Lehigh Valley

Johnson & Johnson Innovative Medicine•Boston, MA

1d•Onsite

About The Position

Director Strategic Accounts (DSA), Institutional Business Group - Lehigh Valley - Johnson & Johnson Health Care Systems Inc. Johnson & Johnson Health Care Systems Inc. is recruiting for a Director Strategic Accounts (DSA), Institutional Business Group in the Lehigh Valley region. This position is a field-based role with accounts in Hartford, CT; Worcester, MA; Allentown, PA; and Wilmington, DE. 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), and their associated owned regional health plans with other responsibility working with national and regional Group Purchasing Organizations (GPOs), national Health Plan engagement at IDN, Pharmacy Benefit Managers (PBMs), and Specialized Pharmacy Providers (SPPs). The company also provides contract management, logistics and supply chain functions for the major Johnson & Johnson franchises. At the Johnson & Johnson Innovative Medicine, what matters most is helping people live full and healthy lives. We focus on treating, curing and preventing some of the most devastating and complex diseases of our time. And we pursue the most promising science, wherever it might be found. Johnson & Johnson Innovative Medicine provides medicines for an array of health concerns in several therapeutic areas. Our ultimate goal is to help people live healthy lives. We have produced and marketed many first-in-class prescription medications and are poised to serve the broad needs of the healthcare market - from patients to practitioners, from clinics to hospitals. For more about the Johnson & Johnson Innovative Medicine, please visit https://innovativemedicine.jnj.com/. The Director Strategic Accounts (DSA) has customer facing account responsibility to 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. The candidate must effectively collaborate with stakeholders in these enterprise accounts to establish relationships with C-suite and D-Suite clinical, operational and population health stakeholders. This individual will 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. The DSA navigates the complex health system marketplace and works to achieve maximum account penetration to increase scope and areas of influence within assigned accounts, which will include Health Systems/IDNs and their affiliated GPO. The DSA provides total Johnson & Johnson Innovative Medicine Portfolio leadership in these Enterprise Accounts by organizing the local One J&J account team and leading the One J&J business planning and execution to drive incremental portfolio results across all franchises in these most important Enterprise customers.

Requirements

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.
Critical external relationships – Prioritized IDN customers, Clinical thought leaders, Strategic partners, Healthcare solutions consultants
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.
All responsibilities of the DSA are carried out with strict adherence to the J&J Credo and HCC guidelines.
This individual must demonstrate strong healthcare acumen, the ability to think strategically as well as analytical capabilities and attention to detail.
They must possess outstanding written and oral communications skills and be able to present in group and one-on-one settings, using approaches that highlight the most pertinent information for stakeholders and spur stakeholder actions.
Position requires the ability to regularly use discretion and judgment and to establish an effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives.
BA/BS Degree required; advanced degree (i.e. MBA) preferred.
8 or more years of healthcare industry experience required.
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.
Knowledge of formulary processes, health care contractual negotiations and implementation, and healthcare industry trends required.
Prior experience with director and senior level Institutional executives within the assigned geographical area preferred.
Ability to understand multiple disease states, therapeutic areas, clinical and pharmacoeconomic data as it relates to the assigned product areas required.
Strong individual and group leadership and influencing skills especially with cross-function teams in a matrix environment.
This position is a field-based position, covering accounts in CT, MA, DE, and PA and requires significant travel (up to 50%, depending on where candidates resides) including required meetings and training, overnight and possibly weekends.

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 these 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 works to achieve maximum account penetration to increase scope and areas of influence within assigned accounts, which will include 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 and leading the One J&J business planning and execution to drive incremental portfolio results across all franchises in these most important Enterprise customers.

Benefits

employees are 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.
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 period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year