Director, Strategic Accounts

Johnson & Johnson, Inc. is recruiting for a Director, Strategic Accounts within the Strategic Customer Group (SCG), J&J Medical Devices Companies. This customer facing position can be located in Charlotte NC, Raleigh NC, Charleston SC, Richmond VA, or Norfolk VA.

Johnson & Johnson, through its operating companies, is the world's most comprehensive and broadly-based manufacturer of health care products, as well as a provider of related services, for the consumer, pharmaceutical, and medical devices and diagnostics markets. We strive to provide scientifically sound, high quality products and services to help heal, cure disease and improve the quality of life.

The Director, Strategic Accounts (DSA) role is responsible for leading the account team with overall strategy which includes, business unit contracting, multi-business unit pricing agreements, value-based programs and initiatives within large, integrated, health systems. The DSA coordinates all J&J Medical Device contracting, including Ethicon, DePuy Synthes, and Biosense Webster, and account planning with the Field Sales Organization(s) and internal J&J business partners including the Deal Desk, Legal, Value-Based Directors, HEMA, Healthcare Compliance, Finance, etc. The DSA is responsible for helping our Strategic Customers migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the C-Suite in both the economic and clinical leadership.

Key Responsibilities:

• Reports to the Area Vice President, Strategic Customer Group Customer Management for JJMT and responsible for contracting, pricing and daily contract management of Sentara Healthcare, UNC, Duke, Wake Med, and MUSC.
• Develops sustainable strategic relationships with key stakeholders across the IDN as a single point of contact to maximize effectiveness in driving short and long-term account growth and meaningful partnerships.
• Develops the account strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, introduction of new products & technology, managing erosion) in assigned health systems.
• Lead a collaborative process in partnership with account team across the FSO and other aligned business partners in the organization.
• Working with the system Contract Directors, responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.)
• In conjunction with the Contract Directors, manages account performance by monitoring contract compliance and contract performance goals.
• Responsible for providing and growing access within large health systems for focus product categories, as well as, new products as determined by the JJMT business plans.
• Builds and maintains strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, and other committees which make system-wide product decisions.
• Works collaboratively, as a member of the overall IDN account team, to align toward broader organizational goals.
• Accountable for the co-creation of contract strategy and pricing across platforms/product lines including multi-franchise and overall JJMD overlay programs
• Understand the full set of JJMD products and offerings, strategies and business objectives
• In all aspects of the role, the following competencies will be utilized and needed:
  • Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence