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
Job Function:
MedTech Sales
Job Sub Function:
Key Account Management - MedTech (No Commission)
Job Category:
Professional
All Job Posting Locations:
West Chester, Pennsylvania, United States of America
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
DePuy Synthes Companies is the largest, most innovative and comprehensive orthopedic and neurological business in the world is recruiting for an Ambulatory Surgery Center (ASC) Sales. This is a field-based position open to candidates located in Alabama , Tennessee , and Mississippi , as well as applicants from adjacent states.
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 DePuy Synthes platforms and possibly J&J MedTech enterprises.
o Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines
o 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
o 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
Display the ability to properly prioritize strategic account targets, and the ability to take a focus account through the sales process from start to close.
Drive collaboration across the local Field Sales Teams for the DePuy Synthes Orthopedics franchise, as well as support the ASC team and other internal and external partners, including distributor partners.?
Demonstrate the Ability to 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
Develop the strategy and execution of contracts that leverage multiple businesses within assigned accounts
Identify opportunities to leverage DPS capabilities to help customers optimize cost and outcomes, increase patient access and improve efficiencies
Create awareness of DePuy Synthes ASC capabilities and facilitate targeted sales conversions with the key account decision makers to drive incremental business.?
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
o Retain and develop relationships with external customers, including C-Suite executives and departmental heads (i.e., CEO, CFO, CDE Managers, Medical Directors, etc.) to build organizational partnerships
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 needs
Formalize partnerships through an agreement that is recognized across DPS and meaningful to the account; thus, establishing a trusted strategic partnership
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
Establish a partnership with ASC management colleagues from other portfolios to develop a coordinated approach to designated enterprise accounts
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
Required:
Bachelor's degree and 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
50%-60% Travel required
Preferred:
MBA or other advanced business degree preferred
Strong preference for people leadership experience in current role or previous people leadership experience
Excellent written and verbal communication and presentation skills
Proven experience of strong business acumen, contract negotiation, deal desk, orchestrating deals from ground up, communication skills, analytical skills, and the ability to influence others
Strong proficiency in Microsoft Office Suite
Ability to work in a hands-on, fast paced, customer focused environment.
Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law.
Johnson & Johnson values diversity and inclusion. We are committed to building diverse teams that reflect both the patients and the partners we support. We strive to create an inclusive work environment where our people feel at home and are given the space to realize their full potential. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com!
LN-PN2
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
The anticipated base pay range for this position is :
$122,000.00 - $212,750.00
Additional Description for Pay Transparency:
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 period10 days
Volunteer Leave - 32 hours per calendar year
Military Spouse Time-Off - 80 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
