Johnson & Johnson

Senior Orthopaedic Account Manager

Johnson & Johnson

full-time

Posted on:

Location Type: Hybrid

Location: Raynham • Massachusetts • 🇺🇸 United States

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Salary

💰 $122,000 - $212,750 per year

Job Level

Senior

About the role

  • Develop, execute, and deliver the J&J Orthopaedic strategy in conjunction with FSO, Offer Development, Commercial Operations, and SourceView partners.
  • Execute strategy to deliver market-leading profitable revenue growth by winning competitive conversions, improving price performance, and protecting base business, while overseeing efficient use of limited company resources (price, inventory, and people).
  • Set the standard for maximizing revenue and minimizing cost to serve across the market.
  • Develop and grow customer relationships to evolve from transactional relationships into strategic partnerships that thrive off executing strategies that deliver shared value.
  • Develops sustainable strategic relationships with key stakeholders at the customers within their specific market as the primary Orthopaedic point of contact.
  • LEAD and DELIVER on utilizing data to create a customer approach that delivers strong business results for them, which leads to strong business results for J&J MedTech.
  • LEAD and DELIVER on utilizing data to influence sales strategy in the AD’s specific market.
  • CONNECT customers to the shared services resources (Contract Management, Deliver, Commercial Operations, Field Sales Network, HEMA, etc.).
  • Develops the Orthopaedic market-based strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, the introduction of new products & technology, managing erosion, containing inventory expenditure, etc).
  • Leads a collaborative process in partnership with Field Sales leadership, to ensure the market-based strategy aligns with Orthopaedic leadership priorities and objectives.
  • Manages account performance by monitoring orthopedic contract compliance and contract performance, as well as conducting routine business reviews with key customers to review the results.
  • Responsible for growing in focus product categories, as well as new products as determined by the J&J Medtech Orthopaedics business plans.
  • Builds and maintains strong relationships with market-based economic decision-makers, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, Service Line Leaders, etc.
  • Accountable for the creation of market-based Orthopaedic contracts and pricing strategies across Orthopaedic product lines, especially Win As One overlay programs.
  • Develop a thorough understanding of the full set of J&J Medtech Orthopaedics products and offerings, strategies, and business objectives, especially digital and robotics.

Requirements

  • Bachelor’s Degree required; MBA Preferred.
  • 10+ Years of orthopedic or health care or business experience.
  • Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, and legal and compliance requirements.
  • Experience in successful customer negotiations where business objectives were met.
  • Strategic thinking skills (problem-solving skills in complex negotiations).
  • Experience developing strategic proposals and successfully executing negotiations.
  • Deep financial acumen, with an understanding of gross profit, erosion, pricing impact, inventory management.
  • Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset.
  • Collaborative style, ability to process multiple, complex, and often conflicting inputs to build an executable contract strategy.
  • Strong analytical skills.
  • Highly effective communication skills.
  • Proven ability to manage through constructive conflict.
  • Ability to travel up to 25% of the time.
  • Live within the specific market.
Benefits
  • Health insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Short- and long-term disability
  • Business accident insurance
  • Group legal insurance
  • Retirement plan
  • 401(k) savings plan
  • 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
strategic proposalscustomer negotiationsfinancial acumenpricing strategiesinventory managementcontract compliancemarket-based strategiesdata utilizationrevenue growthproduct introduction
Soft skills
strategic thinkingproblem-solvingcollaborative styleanalytical skillseffective communicationconflict managementrelationship buildinginfluencing skillscustomer relationship managementexecutive presence
Certifications
Bachelor's DegreeMBA