Key Account Manager (Raleigh, NC) Johnson and Johnson MedTech, Electrophysiology

Johnson & Johnson Innovative Medicine • Raleigh, NC

1d

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. Learn more at https://www.jnj.com/. Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. JOB SUMMARY The Key Account Manager (KAM) is responsible for implementing and executing Biosense Webster commercial strategies at Key Accounts. The KAM role has direct supervisory responsibilities for 4 to 6 Clinical Account Specialists (CAS). The selected candidate will manage sales, as well as clinical personnel and activities to maximize profitable sales growth, and key thought leader relationships, in a rapidly growing marketplace.

Requirements

• Bachelor’s degree required
• Minimum of 5 years of professional work experience required.
• Minimum of 3 years of Sales or Marketing experience in the US medical device industry preferred OR 2 years prior Sales Management experience in the healthcare industry preferred or 2 years as a BWI Clinical Education Manager.
• Experience as a Field trainer or project leadership required.
• Minimum of 2 years of business experience in the Cardiac Electrophysiology or Cardiovascular industry preferred.
• Prior management experience preferred.
• Preference for candidates currently living in the Region.
• Results and Performance Driven
• Sense of Urgency
• Strategic Thinking
• Big Picture Orientation
• Intellectual Curiosity
• Prudent Risk Taking
• Organization & Talent Development
• Collaboration & Teaming
• Self-Awareness & Adaptability
• Strong analytical skills.
• Strong business communication skills (verbal, written, presentation, interpersonal) and executive presence.
• Demonstrated, proven track record developing teams, developing people, developing managers and building collaborative relationships within the organization and with external customers.
• Track record of developing appropriate commercial strategies that maximize business outcomes.
• Demonstrated, proven track record in recruiting, retaining and developing key talent.
• Cardiovascular and EP industry knowledge & proven ability to learn complex technology/clinical applications.
• Financial and business acumen.
• Demonstrates ability to develop strategic business plans and market development strategies.
• Managing close customer relationships, including KOLs and senior hospital administration.
• Demonstrated strong negotiation skills demonstrated ability to strategically target, build, maintain and improve customer relationships.
• Implement company’s commercial, field training, product and services marketing strategies and tactics through the organization under their responsibility.
• Create positive change and create an environment of team engagement and motivation.
• Understand and adhere to Company programs, policies and procedures (e.g. pricing models, expense reporting, compensation, healthcare compliance, etc.).
• Adheres to all Company guidelines related to Health, Safety and Environmental practices.
• Ensures that all resources needed to meet Company guidelines are available and in good condition.
• Exempt position requiring the ability to establish an elastic and effective work schedule that accommodates frequent disruptions to routines with extremely flexible work hours to meet objectives and customer schedules.
• Advanced computer skills, and the ability to multitask without the direct oversight of manager.
• Must be willing and able to travel up to 40% overnight regionally and nationally.
• Required to work in a laboratory setting near or with heavy equipment, ability to lift 60 lbs., and wear protective gear (i.e. lead aprons).
• Adheres to customer protective, safety, and security protocols.
• Must have valid driver’s license in state of residence and clean driving record.

Nice To Haves

• Advance degree (e.g., MBA) preferred
• Minimum of 2 years of business experience in the Cardiac Electrophysiology or Cardiovascular industry preferred.
• Prior management experience preferred.
• Preference for candidates currently living in the Region.

Responsibilities

• The Key Account Manager will manage key performance indicators including net revenues and new product introduction in key hospitals in the US.
• Develop working relationships with all stake holders in Key Accounts including health care providers, staff, lab directors, administrative leaders, etc and develop relationships with key BWI internal stake holders in order to use a broad range to drive business.
• Provide expert clinical product and technical assistance and training to physicians and EP Lab Staff on the effective use of BWI’s catheter products and systems (e.g., The CARTO® System and appropriate software modules including CARTOMERGE™, CARTOSOUND™and the Stockert RF generator) during case procedures within an assigned geography, and in a manner that leads to meeting and exceeding business goals.
• Educate customers on all BWI products to optimize effective usage by providing technical and clinical information and in-service trainings.
• Shares best practices to increase value for customers.
• Provides current BWI products’ instructions for use (IFU), best practices and technical troubleshooting, as well as relevant scientific clinical literature and new product information.
• This individual will develop relationships with key BWI internal stake holders in order to use a broad range of tool to drive business and involve Key Accounts with Marketing and other programs.
• This individual will develop relationships with other BWI Marketing and Services groups in order to solve problems and address Key Account complaints by connecting the customer to the proper internal resource.
• This individual will be responsible for market knowledge of competitors, programs, customer trends and ensure the accounts are maintained by following ethical and legal business. practices.
• Drive top line sales results in line with business plan including defining and managing the monthly and annual sales objectives for all of the clinical personnel.
• Meet and exceed sales targets for the assigned Key Account business unit.
• Provide accurate sales forecasts and develops and executes tactical sales plans including quotas and account objectives.
• Partner with Area Director to develop appropriate commercial strategies to maximize business outcomes.
• Coach and manage (directly) the performance of the Clinical Account Specialists.
• Oversees the appropriate use of, and customer interaction, of per diem clinical support.
• Implement company’s commercial, field training and product and services marketing strategies and tactics through the organization under their responsibility.
• Recruit, develop and retain talent in the Key Account business unit (e.g., selection, performance management, succession planning, development planning, retention planning, etc.).
• Responsible for assessment of clinical, technical, and commercial skills of their Key Account team.
• Responsible for developing strong customer relationships within the specific accounts with key clinical and commercial stakeholders.
• Execute organizational development and change.
• Create positive change and create an environment of team engagement and motivation.
• Responsible for communicating business related issues or opportunities to next management level
• Responsible for ensuring subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition
• Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures
• Performs other duties assigned as needed

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 of Work, Personal and Family Time - up to 40 hours per calendar year
• Additional information can be found through the link below. https://www.careers.jnj.com/employee-benefits

What This Job Offers

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