ASC Senior Account Manager (Atlanta, GA) at Johnson & Johnson

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:

Med Tech Sales:

Job Sub Function:

Key Account Management – Med Tech (No Commission)

Job Category:

Professional

All Job Posting Locations:

Atlanta, Georgia, United States

Job Description:

About Orthopaedics

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 Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

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

De Puy Synthes Companies of Johnson & Johnson is the largest, most innovative and comprehensive orthopedic and neurological business in the world is recruiting for an Ambulatory Surgery Center (ASC) Sales Account Manager to be located in Atlanta, Georgia

Responsibilities

• Develop partnerships between enterprise and Platform sales management, marketing, offer development, legal and contract to implement business plan strategies and contracts to achieve/exceed ASC sales objectives within the assigned geographic area.
• Own and perform quarterly business reviews with the ASC customer that includes field sales partners
• Own multi-platform and multi-capital ASC deal strategy creation. This is a highly collaborative effort across all De Puy Synthes platforms and possibly J&J Med Tech enterprises.
• Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines
• Co-develop strategic business plans that span DPS businesses, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success
• Own/lead the negotiation process with the ASC customer
• This role will be accountable for cross functional team collaboration across the business platforms, understanding the value of DPS products and services, and negotiating on behalf of DPS
• Drive collaboration across the local Field Sales Teams for the De Puy Synthes Orthopedics franchise, as well as support the ASC team and other internal and external partners, including distributor partners.
• Work with our SCG/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers.
• Work with the solutions team in strategic accounts to address customer's long-term strategic imperatives and provide feedback to the internal organization on potential new solutions
• Use consultative selling techniques to identify potential sales opportunities within the account.
• Strategically develop capabilities and training to help facilitate sales growth specific to ASC Site of Care facilities across the region; reinforce and sell corporate programs; partner with the local sales team
• Assess needs at a local level, develop strategic plans and training that will build the rep/field skills to meet these needs
• Own the development of administrative and C-Suite relationships within the ASC setting locally, regionally, nationally as needed
• Driving DPS product and service revenue and market share by developing specific strategies that leverage the breadth of the DPS portfolio while delivering unique value to meet the account's need.
• Partner with appropriate internal stakeholders (i.e., Field Leadership and Sales, Marketing, OD, GPO partners) in system-wide related discussions to grow DPS revenue, drive penetration, and increase overall market share in specific ASC accounts
• Understand and address the needs of the different C-Suite executives and supply chain to tailor approach and value proposition
• Work with identified strategic customers to maximize the relationship with DPS and increase market share
• Provide leadership and subject matter expertise to the FSO sales managers on the changing health care dynamics and the needs of the administrative customer

Qualifications

Requirements:

• Bachelor’s degree required, MBA or other advanced business degree preferred
• 8 years related business experience required
• Proven experience in a highly regulated clinical environment required
• Med Tech experience required, orthopedic and/or capital experience strongly preferred especially in multi-platform environment

Preferred:

• Strong business acumen, contract negotiation, deal desk, orchestrating deals from ground up, communication skills, analytical skills, and the ability to influence others
• Strong preference for people leadership experience in current role or previous people leadership experience
• Excellent written and verbal communication and presentation skills
• Strong proficiency in Microsoft Office Suite
• Ability to work in a hands–on, fast paced, customer focused environment.
• 50%-60% Travel required

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone Orthopaedics company, operating as De Puy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals*.*

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.

Required Skills: Preferred Skills:

Account Management, Alliance Formation, Commercial Awareness, Consulting, Customer Centricity, Customer Experience Management, Data Savvy, Goal-Oriented, Interpersonal Influence, Medical Technology, Organizing, Personalized Services, Revenue Management, Sales, Solutions Selling, Standard Operating Procedure (SOP), Sustainable Procurement, Technical Credibility, Vendor Selection