Senior Contract Manager

6040-Ethicon Endo Surgery Services L.P. Legal Entity•Phoenix, AZ

2d•Remote

About The Position

Johnson & Johnson is recruiting for a Senior Contract Director to join our Key Account Management (KAM) MedTech Surgery business. This is a field-based role available in multiple states within the territory. The Senior Contract Director – Key Account Management role is responsible leading the operational aspects & execution focused on contractual management within aligned large health systems. The CM coordinates with the Field Sales Leadership Team, Commercial Strategy & Execution, Source-View team and internal business partners (Offer Development, Legal, Healthcare Compliance, Finance, etc.) to support & drive overall Account Plan execution.

Requirements

A minimum of a bachelor’s degree is required
7+ years of proven experience is required
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required.
Financial competence required, an understanding of gross profit, erosion, pricing impact preferred.
Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mentality required.
Collaborative style, ability to process multiple, sophisticated and often conflicting inputs to build executable contract strategy.
Strong analytical skills
Highly effective interpersonal skills
Proven ability to manage through differing opinions and perspectives.

Nice To Haves

Relevant product knowledge (Ethicon Platforms / capital)
Experience in any of the following suggested: contracting, marketing, Sales & Sales management

Responsibilities

Reports to the Area Vice President, Key Accounts, Ethicon Key Account Management and is responsible for contracting, pricing, and daily management of Ethicon Platforms in ~6-12 large health system customers
Supports the Aligned KAM organization in their development of account strategies with Area Leadership & local FSO team.
The CM will assist in all aspects of contract operations to help accelerate the delivery of profitable performance metrics (i.e., revenue growth, improved price performance, NPIs, and managing erosion) & handles administrative responsibilities in assigned health systems
Becomes a Super User for SourceView at all Aligned IDNs and supports the Area on key IDNs where there is an opportunity to apply SV to generate significant upside
Manages account performance by monitoring System Analytics (SourceView/Optimizer) contract compliance, contract performance goals & will engage KAM leadership to negotiate contractual offers or changes
Responsible for providing access within aligned health systems for focus product categories, as well as NPIs as determined by Ethicon Sales & MKT
Builds and maintains strong relationships with economic decision makers within the health system to ensure efficiency & effectiveness of all operational aspects of the Ethicon contract portfolio, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions
Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.) & partners with AVP/RSM who will partner & formally negotiate the final contract terms (approved by Contract Mgmt).
Works collaboratively, as a member of the overall IDN account team, to align toward broader Ethicon goals.
Accountable for the co-creation of contract strategy and pricing across Ethicon platforms/product lines in partnership with Area FSO leadership & Local Team
Understand the full set of Ethicon products and offerings, strategies and business objectives

Benefits

medical
dental
vision
life insurance
short- and long-term disability
business accident insurance
group legal insurance
consolidated retirement plan (pension)
savings plan (401(k))
long-term incentive program
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
Work, Personal and Family Time - up to 40 hours per calendar year
company car through the Company’s FLEET program