Senior Account Manager – Orthopaedics
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Job Description
Senior Account Manager driving Orthopaedic strategy and managing relationships in the Pacific Northwest. Responsible for pricing, contracting, and strategic partnerships with healthcare stakeholders.
Responsibilities:
- 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.
- Support the AVP, Account Management in the creation of an industry-leading capability of account management capabilities focused on the growing outpatient channel.
- 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
- A minimum of 8 years related business experience required
- A minimum of 5 years of experience in a highly regulated clinical environment required
- MedTech experience required, orthopedic and/or capital experience strongly preferred especially in multi-platform environment
- Proven experience of strong business acumen, contract negotiation, orchestrating deals from ground up, communication skills, analytical skills
- Excellent written and verbal communication and presentation skills
- Ability to work in a hands–on, fast paced, customer focused environment.
- 30%-50% Travel required; Live within the specific market.
Benefits:
- Subject to the terms of their respective plans, employees are 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.
- Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits: Vacation –120 hours per calendar year
- Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
- Holiday pay, including Floating Holidays –13 days per calendar year
- Work, Personal and Family Time - up to 40 hours per calendar year
- Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
- Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
- Caregiver Leave – 80 hours in a 52-week rolling period
- Volunteer Leave – 32 hours per calendar year
- Military Spouse Time-Off – 80 hours per calendar year
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