Job Function:
MedTech Sales

Job Sub Function:
Clinical Sales - Hospital/Hospital Systems (Commission)

Job Category:
People Leader

All Job Posting Locations:
Raritan, New Jersey, United States of America, Remote (US)

Job Description:

Position Summary
The Area Vice President, National Accounts, Key Account Management, is responsible
for leading strategic engagement and overall account management for large hospital
systems and group purchasing organization customers across J&J MedTech Surgery.
This leader will develop and guide a high-performing team of Key Account Directors
and Key Account Managers to deliver business plan objectives, including revenue
growth, pricing discipline, market access, and the expansion of strategic customer
relationships.

Major Duties & Responsibilities
• Lead the team in developing strategic business plans for National Account customers.
• Build and sustain executive-level relationships with hospital and healthcare leaders, key economic decision makers, and strategic partners to advance commercial model transformation, joint value creation, cost reduction, process improvement, growth, and profitability for both organizations.
• Collaborate consultatively with customers and internal ETH/J&J partners to align customer needs with enterprise capabilities, including professional education, supply chain and logistics, data analytics, health economics, finance, marketing, R&D, and outcomes research.
• Guide the team in translating sector and business unit priorities into channel- and customer-specific business plans.
• Assess customer needs and align internal resources to optimize customer and business outcomes, while advancing contract pricing, compliance, and execution.
• Lead the National Key Account team, including KAM Directors and KAM Managers, to support field contracting strategies, implementation, and performance measurement.
• Lead engagement and collaboration with field sales, marketing, finance, and enterprise partners to ensure strategies align with broader organizational, sector, and enterprise goals. Serve as a key leader and customer advocate in partnership with Offer Development, KAM Marketing, Sales AVPs, and regional marketing leaders to execute national strategies.
• Develop and mentor directors and managers in critical business competencies, including business insights, clinical and product knowledge, and leadership behaviors.
• Provide education and insight to key stakeholders regarding national and regional market trends.
• Establish overall objectives and targets, lead the development of account metrics, and provide ongoing performance oversight.
• Support the Vice President, Key Account Management, in building an industry-leading key account management capability, including strategic solutions, service execution, and deep market- and account-level customer insights.
• Ensure coordinated execution of customer solutions through clinical and economic services, programs, and cross-functional resources.

Required Qualifications:
• 12+ years of sales, account management, marketing, finance, or general
management/consulting experience

Required Knowledge, Skills and Abilities:
• 5+ years of people management experience required
• Customer management experience preferred with a strong understanding of GPO
models; including joint value creation and customer solutions
• Financial acuity, market knowledge & analytics required
• Contract management & negotiation experiences required
• Knowledge of the Healthcare marketplace required
• Medical Device marketplace preferred
• Excellent critical thinking skills required
• Strong quantitative and analytical skills
• Outstanding ability to collaborate with peers, leaders and senior executives
• Outstanding ability to navigate the organization and decision-making processes
• Outstanding ability to toggle between big picture and attention to detail required
• Outstanding verbal and written communication skills

Required Skills:

Preferred Skills:
Advertising, Corporate Governance, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Medicines and Device Development and Regulation, Operational Excellence, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Management, Sustainable Procurement, Tactical Planning, Vendor Selection

The anticipated base pay range for this position is :
$178,000.00 - $307,050.00

Additional Description for Pay Transparency:
Bay area is $205,000 to $353,050.
The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.

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