Contract Director, KAM

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 jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world.  We provide an inclusive work environment where each person is considered as an individual.  At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

Professional

All Job Posting Locations:

California (Any City), Colorado (Any City), Fresno, California, United States, Idaho (Any City), Oregon (Any City), Utah (Any City), Washington (Any City)

Job Description:

Johnson & Johnson is recruiting for a Contract Director to join our Key Account Management (KAM) MedTech Surgery business.

This is a field-based role available in multiple states within the Northern CA/Pacific Northwest territory. While specific cities are listed in the Locations section for reference, please note that they are examples only and do not limit your application. We invite candidates from various locations to apply and encourage you to review the following states where this opportunity is available:

• Northern California
• Oregon
• Washington
• Utah
• Idaho
• Colorado

About Surgery

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting!

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

 

Position Summary

 

The Contract Director – Key Account Management (CD) role is responsible for leading the negotiations, execution, and management for pricing strategy within large health systems.  The CD coordinates with the Field Sales organizations, the Director, Key Account Management and internal business partners (Offer Development, Pricing, Legal, Healthcare compliance, Finance, etc.) to drive the overall Account Plan.

 

Responsibilities

• Reports to the Director, Key Account Management and is responsible for contracting, pricing and daily management of Surgery portfolio with 10-12 large health system customers.
• Supports the Director, Strategic Accounts in developing account strategies to accelerate the delivery of profitable performance metrics (i.e., revenue growth, improved price performance, managing erosion) in assigned health systems.
• Manages account performance by monitoring contract compliance and contract performance goals.
• Responsible for providing access within large health systems for focus product categories, as well as new products as determined by the Surgery business plans
• Builds and maintains strong relationships with economic decision makers within the health system, 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.)
• Accountable for the co-creation of contract strategy and pricing across platforms/product lines, offerings, strategies, overlay programs and business objectives.
  

Required Qualifications

• A minimum of a bachelor’s degree is required
• 7+ years of proven experience is required

Required Knowledge, Skills and Abilities

• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required.
• Experience in any of the following required: account management, contracting, marketing and sales management.
• Financial acumen 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 mindset required.
• Collaborative style, ability to process multiple, complex, and often conflicting inputs to build executable contract strategy.
• Strong analytical skills
• Highly effective communication skills
• Proven ability to manage through constructive conflict.

Travel on the Job: Yes

Percentage Traveled: ~60%

This position is eligible for a company car through the Company’s FLEET program. 

Type of Travel Required:

  Domestic

  International

Preferred Knowledge, Skills and Abilities:

• Sales Management Experience strongly preferred.
• Experience developing and successfully executing customer negotiations, strongly preferred.
• Relevant product knowledge (surgical, orthopedic, or capital)
• Understanding of the digital / robotics market

Benefits Summary:

• 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
  • 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

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. 

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers. Internal employees contact AskGS to be directed to your accommodation resource.

If you are under 18 years of age, you (the candidate) may need to obtain the necessary working papers or other documentation required by state law to start the assignment, as well as get a parent’s consent for the background check.

Required Skills:

Preferred Skills:

Contract Execution, Contract Execution, Contract Lifecycle Management (CLM), Contract Negotiations, Contract Proposals, Contract Specifications, Hospital Operations, Incentive Policy, Procedures, and Quotas, Key Account Management, Key Account Relationship Management, Key Account Selling, Key Account Strategy, Key Customer Management, Medical Device Industry, Medical Devices, Medical Device Sales, Medicines and Device Development and Regulation, Negotiation, Negotiation Strategies, Negotiation Tactics, Pricing Strategies, Relationship Building, Sales, Sales Territory Management, Strategic Sales Planning {+ 1 more}

The anticipated base pay range for this position is :

$134,000.00 - $216,200.00

Additional Description for Pay Transparency:

The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.

For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits