at J&J Family of Companies in Springfield, Illinois, United States
Job Description
National Orthopaedic Director, Strategic Accounts – 2406200569W
Description
Johnson & Johnson is currently seeking a National Orthopaedic Director, Strategic Accounts to join our Strategic Customer Group (SCG). This customer facing position must be located within 40 miles of a major airport nationally.
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 https://www.jnj.com/ .
The National Orthopaedic Director of Strategic Accounts (DSA) is responsible for leading the National Orthopaedic strategy development and relationship management with the HealthTrust Group Purchasing Organization (GPO). The National Ortho DSA is also responsible for leading the Ortho strategy development and account management with the largest National IDN’s that are HealthTrust members. This responsibility includes business unit contracting, multi-business unit pricing agreements, value-based programs, and initiatives with the HealthTrust GPO and the large National IDN’s. The National Ortho DSA coordinates all DePuy Synthes Orthopaedic strategic planning with the Orthopaedic commercial business leaders and internal J&J business partners including the Deal Desk, Legal, Value-Based Directors, HEMA, Healthcare Compliance, Finance, etc. The National Orthopaedic DSA is responsible for helping HealthTrust and our largest national IDN’s migrate from a transactional relationship to strategic, value-based partnership by building customer relationships broadly across the C-Suite leadership and the economic and clinical leadership.
Key responsibilities include:
+ Reports to the Area Vice President, Strategic Customer Group Customer Management JJMT and responsible for contracting, pricing and daily contract management of HealthTrust GPO and 2-4 National IDN’s that are HealthTrust members.
+ Develops sustainable strategic relationships with key stakeholders at the HealthTrust GPO and the National IDN’s as the single Orthopaedic point of contact maximize effectiveness in driving short and long-term account growth and meaningful partnerships.
+ Develops the Orthopaedic GPO and National IDN strategies accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, introduction of new products & technology, managing erosion) for HealthTrust and HPG National IDN members.
+ Leads a collaborative process in partnership with the regional SCG teams, Orthopaedic business unit and Field Sales leadership and other aligned business partners in the organization to ensure our HealthTrust GPO strategy aligns with Orthopaedic leadership objectives.
+ Responsible for the J&J MedTech Orthopaedics contract management of the National HealthTrust Orthopaedics business (RFPs, contract renewals, deal creation and delivery, etc.). Same contract management responsibility for National HPG IDN’s aligned to role.
+ Manages account performance by monitoring orthopaedic contract compliance and contract performance goals at HealthTrust GPO and National aligned IDN’s.
+ Responsible for providing and growing access within HealthTrust for focus product categories, as well as new products as determined by the J&J MedTech Orthopaedics business plans.
+ Builds and maintains strong relationships with economic decision makers within the HealthTrust GPO and National HPG IDN’s, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, and other committees which make system-wide product decisions.
+ Directs and manages the National Ortho HealthTrust Strategy by being the single point of contact for all commercial business partners (Ortho leaders, SCG partners, FSO leadership) by leading the HealthTrust contractual management across all HPG IDN members.
+ Accountable for the creation of National Orthopaedic contract strategy for HealthTrust GPO and pricing across Orthopaedic product lines and overall JJMD overlay programs.
+ Develop and design commercial execution strategies for nationally contracted Orthopaedic categories to maximize revenue pull through and product adoption for HealthTrust members. Extremely detailed execution plans that impact up to 25% of the total national J&J MedTech Orthopaedic business.
+ Understand the full set of J&J MedTech Orthopaedics 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
Qualifications
Qualifications:
+ Bachelor’s Degree required; MBA – preferred.
+ 10 Years of health care business experience – required.
+ Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, legal and compliance requirements – required.
+ Experience in any of the following: account management, contracting, marketing, sales management – required.
+ Strategic thinking skills (problem solving skills in complex negotiations) – required.
+ Experience developing strategic contracting proposals and successfully executing customer negotiations – required.
+ Financial acumen, with an understanding of gross profit, erosion, pricing impact – required.
+ 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 an executable contract strategy – required.
+ Strong analytical skills – required.
+ Highly effective communication skills – required.
+ Proven ability to manage through constructive conflict – required.
+ Relevant medical device (orthopedics) product knowledge – preferred.
+ Understanding of the digital / robotics market – preferred.
+ Ability to travel up to 50% of the time – required.
+ Live within 40 miles of a major airport nationally. – required.
The anticipated base pay range for this position is $142,000 to $244,950. The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/ performance year. Bonuses are awarded at the Company’s discretion on an individual basis.
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)).
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
For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits
This job posting is anticipated
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