ASC Senior Account Manager (Atlanta, GA)

Johnson & Johnson•Atlanta, GA

3d•Onsite

About The Position

Johnson & Johnson is seeking a Senior Account Manager for its Orthopaedics business, DePuy Synthes Companies, to be located in Atlanta, Georgia. This role focuses on developing partnerships within Ambulatory Surgery Centers (ASCs) to implement business strategies and achieve sales objectives. The position involves collaborating across various DePuy Synthes platforms and potentially J&J MedTech enterprises to create and execute multi-platform ASC deal strategies. The Senior Account Manager will be responsible for account planning, co-developing strategic business plans, leading negotiations, and driving collaboration with local sales teams and other internal/external partners. The role also involves working with contracting and solutions teams to deliver pricing and contracting solutions, address customer imperatives, and provide feedback on new solutions. Consultative selling techniques will be used to identify sales opportunities, and the role will focus on developing capabilities and training to facilitate sales growth within ASCs. Building administrative and C-Suite relationships within the ASC setting is a key aspect of this position, aiming to drive product and service revenue and market share by leveraging the full DPS portfolio. The role requires understanding the needs of C-Suite executives and supply chain to tailor value propositions and maximize relationships with DePuy Synthes. The Senior Account Manager will also provide leadership and subject matter expertise to sales managers on healthcare dynamics and administrative customer needs.

Requirements

Bachelor’s degree required, MBA or other advanced business degree preferred
8 years related business experience required
Proven experience in a highly regulated clinical environment required
MedTech experience required, orthopedic and/or capital experience strongly preferred especially in multi-platform environment
Strong business acumen, contract negotiation, deal desk, orchestrating deals from ground up, communication skills, analytical skills, and the ability to influence others
Strong preference for people leadership experience in current role or previous people leadership experience
Excellent written and verbal communication and presentation skills
Strong proficiency in Microsoft Office Suite
Ability to work in a hands–on, fast paced, customer focused environment.

Nice To Haves

MBA or other advanced business degree preferred
orthopedic and/or capital experience strongly preferred especially in multi-platform environment
people leadership experience in current role or previous people leadership experience

Responsibilities

Develop partnerships between enterprise and Platform sales management, marketing, offer development, legal and contract to implement business plan strategies and contracts to achieve/exceed ASC sales objectives within the assigned geographic area.
Own and perform quarterly business reviews with the ASC customer that includes field sales partners.
Own multi-platform and multi-capital ASC deal strategy creation. This is a highly collaborative effort across all DePuy Synthes platforms and possibly J&J MedTech enterprises.
Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines.
Co-develop strategic business plans that span DPS businesses, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success.
Own/lead the negotiation process with the ASC customer.
This role will be accountable for cross functional team collaboration across the business platforms, understanding the value of DPS products and services, and negotiating on behalf of DPS.
Drive collaboration across the local Field Sales Teams for the DePuy Synthes Orthopedics franchise, as well as support the ASC team and other internal and external partners, including distributor partners.
Work with our SCG/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers.
Work with the solutions team in strategic accounts to address customer's long-term strategic imperatives and provide feedback to the internal organization on potential new solutions.
Use consultative selling techniques to identify potential sales opportunities within the account.
Strategically develop capabilities and training to help facilitate sales growth specific to ASC Site of Care facilities across the region; reinforce and sell corporate programs; partner with the local sales team.
Assess needs at a local level, develop strategic plans and training that will build the rep/field skills to meet these needs.
Own the development of administrative and C-Suite relationships within the ASC setting locally, regionally, nationally as needed.
Driving DPS product and service revenue and market share by developing specific strategies that leverage the breadth of the DPS portfolio while delivering unique value to meet the account's need.
Partner with appropriate internal stakeholders (i.e., Field Leadership and Sales, Marketing, OD, GPO partners) in system-wide related discussions to grow DPS revenue, drive penetration, and increase overall market share in specific ASC accounts.
Understand and address the needs of the different C-Suite executives and supply chain to tailor approach and value proposition.
Work with identified strategic customers to maximize the relationship with DPS and increase market share.
Provide leadership and subject matter expertise to the FSO sales managers on the changing health care dynamics and the needs of the administrative customer.