Key Account Manager - Health Systems, Immunology (Michigan)

Johnson & Johnson•Detroit, MI

14d•Remote

About The Position

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Our Immunology team leads in the development of transformational medicines for immunological disorders and illnesses. This role involves influencing where medicine is going by restoring health to millions of people living with immune diseases. The Key Account Manager will be responsible for delivering against Immunology performance goals at Health Systems through strategic engagements that unlock patient access to therapy and optimize fulfillment pathways. This includes initiating compliant customer engagements with a wide range of cross-disciplinary stakeholders and critical influencers within Integrated Delivery Networks (IDNs) to enable broad demand of new product launches and manage the full Immunology portfolio. The role also involves developing, synchronizing, and ensuring execution of an Integrated Account Plan across the entire healthcare system in collaboration with various internal teams. The Key Account Manager will serve as a strategic partner, communicate insights on market trends, shifts, customer concerns, and opportunities, and proactively create mutually beneficial relationships with Pharmaceutical Health Decision Makers (PHDMs). They will apply a range of large account management skills to grow the business, support population health initiatives, build support for the product portfolio, and enhance customer status. The position requires increasing access to key decision makers by developing opportunities within the customer base, executing brand marketing strategies and tactics at a local level, executing managed care pull-through, and appropriately leveraging company resources to enhance business results.

Requirements

BA/BS Degree required.
A minimum of five (5) years of healthcare industry experience required.
In-depth knowledge of the U.S. healthcare industry, including an understanding of key stakeholders and delivery of care models, is required.
Demonstrated success in delivering sales results is required.
Demonstrated success in lateral leadership is required.
Valid driver’s license issued in the state of residence and clean driving record required.

Nice To Haves

Advanced degree (i.e., MBA) preferred.
Minimum of three (3) years of Specialty sales and/or Institutional sales.
Minimum of two (2) years of large pharmaceutical account management experience (IDNs, Large independent hospitals, large multi-million dollar standalone accounts).
Minimum of two (2) years of management or supervisory experience with demonstrated success in large account management and leading and/or developing a productive sales team is strongly preferred.

Responsibilities

Deliver against Immunology performance goals at Health System through strategic engagements that unlock patient access to therapy and optimize fulfillment pathways.
Initiate compliant customer engagements with a wide range of cross-disciplinary stakeholders and critical influencers within IDNs to enable broad demand of new product launches and manage full Immunology portfolio.
Develop, synchronize, and ensure execution of an Integrated Account Plan across the entire healthcare system in collaboration with SCG, internal stakeholders, medical and commercial customer-facing teams.
Collaborate with all Johnson & Johnson field teams and business partners to maximize efforts and enhance business outcomes.
Serve as a strategic partner across internal team, communicate insights on market trends, shifts, customer care abouts, and opportunities.
Proactively create mutually beneficial relationships with PHDMs and apply a range of large account management skills to grow the business; supporting population health initiatives, building support for our portfolio of products, and enhancing our status with the customers.
Increase access to key decision makers by developing opportunities within the customer base in the assigned area or accounts.
Execute brand marketing strategies and tactics at a local level; executing managed care pull-through; and appropriately leveraging company resources to enhance business results.
Analyze account data to assess performance and develops short- and long-term business plans that identify actions to achieve business objectives.
Build a deep understanding of the customer’s needs and respond in a way that creates respect and credibility.
Serve as the main point of contact for PHDMs and develop strong relationships with Immunology portfolio advocates that lead to win-win opportunities.
Communicate account actions to ensure successful execution of Integrated Account Plan.
Coordinate internal communications and strategic pull-through with overlapping sales regions to maximize product access and pull-through.
Establish, maintain, and enhance product access through optimal formulary positions.
Work closely with marketing and internal partners to develop and implement strategies, resources, and tools to optimize the Immunology portfolio.
Partner with accounts to develop EHR (Electronic Health Record) workflow interventions.
Navigate the external environment, identify business opportunities, allocate resources, and monitor implementation and performance.
Leverage productivity metrics to support team attainment of assigned goals and objectives to ensure increased sales.