Key Account Manager – Texas – Acclarent, Inc.

The Cardiovascular & Specialty Solutions (CSS) Group, part of the Medical Devices sector within Johnson & Johnson, is recruiting for a Key Account Manager aligned to Acclarent, located in Texas. The CSS Group consists of four diverse businesses including Acclarent, Biosense Webster (BWI), Cerenovus, and Mentor. The CSS Group serves a diverse base of customers in Ear, Nose and Throat (ENT), Electrophysiology (EP), Neurovascular and Neurosurgery, Surgical and Non-Surgical Aesthetics. Chronic sinusitis affects 3 million Americans each year and five per cent of the U.S. adult population suffers from a phenomenon referred to as Eustachian Tube Dysfunction (blocked ears / ear pain). Acclarent is dedicated to supporting otolaryngologists with minimally-invasive ENT technologies that relieve this suffering as effectively and painlessly as possible. For more than a decade Acclarent has pioneered innovative technologies, including the balloon dilation system that’s been used to treat more than one million patients. The Key Account Manager (KAM) is responsible for implementing and executing Acclarent’s commercial strategies at Key Accounts. The KAM role can have direct supervisory responsibilities for 1 to 2 Associate Clinical Account Representatives (ACAR). The selected candidate will manage sales to maximize profitable sales growth, and key thought leader relationships, in a rapidly growing marketplace. DUTIES & RESPONSIBILITIES Under limited supervision, general direction, and in accordance with all applicable federal, state and local laws/regulations and Corporate Johnson & Johnson, procedures and guidelines, this position: 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 Acclarent internal stake holders to use a broad range to drive business. Provide expert clinical product and technical assistance and training to physicians and staff on the effective use of Acclarent’s disposable products and systems (e.g., The Trudi® System and appropriate software modules) during case procedures within an assigned geography, and in a manner that leads to meeting and exceeding business goals. Educate customers on all Acclarent 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 Acclarent 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 Acclarent internal stake holders 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 Acclarent Marketing and Services groups 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 the associate personnel. Meet and exceed sales targets for the assigned Key Account territory. 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 ACAR. 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 Qualifications Bachelor’s degree required Advanced degree (e.g., MBA) preferred but not 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. Experience as a Field trainer or project leadership required. Preference for candidates currently living in the Region. REQUIRED KNOWLEDGE, SKILLS, ABILITIES and CERTIFICATIONS/LICENSES: Results and Performance Driven 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, and building collaborative relationships within the organization and with external customers. Track record of developing appropriate commercial strategies that maximize business outcomes. Experience in recruiting, retaining, and developing key talent. ENT and Rhinology 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 and 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.). ADDITIONAL POSITION REQUIREMENTS 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. RESPONSIBILITY FOR OTHERS (If applicable) The Key Account Manager directly oversees approximately 1-2 Associate Clinical Account Representatives. PHYSICAL WORKING CONDITIONS / REQUIREMENTS Include any conditions that may require special or unique physical abilities. For example, “Must be able to stand for long periods of time, must be able to lift up to 30 pounds above his/her head”. Or “This position will be performed in a clean room production environment, must be able to complete repetitive movements for extensive periods of time”. LOCATION & TRAVEL REQUIREMENTS Location: Specify primary location of the position. Travel: up to 40% EXTERNAL AND INTERNAL INTERACTIONS Provide a summary of the frequency and purpose/nature of interactions with customers of J&J, other business-related contacts external to J&J, etc. Internal. Acclarent members and other functional departments. External. All levels of customers and third-party partners. Company management reserves the right to add, delete or otherwise alter assigned duties at any time. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The minimum qualifications listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. At Johnson & Johnson, we’re on a mission to change the trajectory of health for humanity. That starts by creating the world’s healthiest workforce. Through cutting-edge programs and policies, we empower the physical, mental, emotional, and financial health of our employees and the ones they love. As such, candidates offered employment must show proof of COVID-19 vaccination or secure an approved accommodation prior to the commencement of employment to support the well-being of our employees, their families and the communities in which we live and work. For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com. Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law. Primary Location United States-Texas-- Organization Acclarent, Inc. (6206) Job Function Sales Requisition ID 2206003526W