Job Function: MedTech Sales
Job Sub Function: Capital Sales -- MedTech (Commission)
Job Category:People Leader
All Job Posting Locations:New City, New York, United States
Job Description:Johnson & Johnson MedTech, Electrophysiology is recruiting a Key Account Manager to join our team supporting the New York City territory.
The Key Account Manager (KAM) is responsible for implementing and executing Biosense Webster commercial strategies at Key Accounts. The KAM role has direct supervisory responsibilities for 4 to 6 Clinical Account Specialists (CAS). The selected candidate will manage sales, as well as clinical personnel and activities to maximize profitable sales growth, and key thought leader relationships, in a rapidly growing marketplace.
DUTIES & RESPONSIBILITIESUnder (e.g. limited supervision, general direction, etc.) and in accordance with all applicable federal, state and local laws/regulations and Corporate Johnson & Johnson, procedures and guidelines, this position:
- The Key Account Manager will manage key performance indicators including net revenues and new product introduction in key hospitals in the US.
- Develop working relationships with all stake holders in Key Accounts including health care providers, staff, lab directors, administrative leaders, etc and develop relationships with key BWI internal stake holders in order to use a broad range to drive business.
- Provide expert clinical product and technical assistance and training to physicians and EP Lab Staff on the effective use of BWI's catheter products and systems (e.g., The CARTO® System and appropriate software modules including CARTOMERGE™, CARTOSOUND™and the Stockert RF generator) during case procedures within an assigned geography, and in a manner that leads to meeting and exceeding business goals.
- Educate customers on all BWI products to optimize effective usage by providing technical and clinical information and in-service trainings. Shares best practices to increase value for customers.
- Provides current BWI products' instructions for use (IFU), best practices and technical troubleshooting, as well as relevant scientific clinical literature and new product information.
- This individual will develop relationships with key BWI internal stake holders in order to use a broad range of tool to drive business and involve Key Accounts with Marketing and other programs.
- This individual will develop relationships with other BWI Marketing and Services groups in order to solve problems and address Key Account complaints by connecting the customer to the proper internal resource.
- This individual will be responsible for market knowledge of competitors, programs, customer trends and ensure the accounts are maintained by following ethical and legal business. practices.
- Drive top line sales results in line with business plan including defining and managing the monthly and annual sales objectives for all of the clinical personnel.
- Meet and exceed sales targets for the assigned Key Account business unit.
- Provide accurate sales forecasts and develops and executes tactical sales plans including quotas and account objectives.
- Partner with Area Director to develop appropriate commercial strategies to maximize business outcomes.
- Coach and manage (directly) the performance of the Clinical Account Specialists.
- Oversees the appropriate use of, and customer interaction, of per diem clinical support.
- Implement company's commercial, field training and product and services marketing strategies and tactics through the organization under their responsibility.
- Recruit, develop and retain talent in the Key Account business unit (e.g., selection, performance management, succession planning, development planning, retention planning, etc.).
- Responsible for assessment of clinical, technical, and commercial skills of their Key Account team.
- Responsible for developing strong customer relationships within the specific accounts with key clinical and commercial stakeholders.
- Execute organizational development and change.
- Create positive change and create an environment of team engagement and motivation.
- Responsible for communicating business related issues or opportunities to next management level
- Responsible for ensuring subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition
- Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures
- Performs other duties assigned as needed
QUALIFICATIONS:- Bachelor's degree required
- Advance degree (e.g., MBA) preferred
- Minimum of 5 years of professional work experience required.
- Minimum of 3 years of Sales or Marketing experience in the US medical device industry preferred OR 2 years prior Sales Management experience in the healthcare industry preferred or 2 years as a BWI Clinical Education Manager.
- Experience as a Field trainer or project leadership required.
- Minimum of 2 years of business experience in the Cardiac Electrophysiology or Cardiovascular industry preferred.
- Prior management experience preferred.
- Preference for candidates currently living in the Region.
REQUIRED KNOWLEDGE, SKILLS, ABILITIES and CERTIFICATIONS/LICENSES:- Results and Performance Driven
- Sense of Urgency
- Strategic Thinking
- Big Picture Orientation
- Intellectual Curiosity
- Prudent Risk Taking
- Organization & Talent Development
- Collaboration & Teaming
- Self-Awareness & AdaptabilityStrong analytical skills.
- Strong business communication skills (verbal, written, presentation, interpersonal) and executive presence.
- Demonstrated, proven track record developing teams, developing people, developing managers and building collaborative relationships within the organization and with external customers.
- Track record of developing appropriate commercial strategies that maximize business outcomes.
- Demonstrated, proven track record in recruiting, retaining and developing key talent.
- Cardiovascular and EP industry knowledge & proven ability to learn complex technology/clinical applications.
- Financial and business acumen.
- Demonstrates ability to develop strategic business plans and market development strategies.
- Managing close customer relationships, including KOLs and senior hospital administration.
- Demonstrated strong negotiation skills demonstrated ability to strategically target, build, maintain and improve customer relationships.
- Implement company's commercial, field training, product and services marketing strategies and tactics through the organization under their responsibility.
- Create positive change and create an environment of team engagement and motivation.
- Understand and adhere to Company programs, policies and procedures (e.g. pricing models, expense reporting, compensation, healthcare compliance, etc.).
- Adheres to all Company guidelines related to Health, Safety and Environmental practices.
- Ensures that all resources needed to meet Company guidelines are available and in good condition.
ADDITIONAL POSITION REQUIREMENTS- Exempt position requiring the ability to establish an elastic and effective work schedule that accommodates frequent disruptions to routines with extremely flexible work hours to meet objectives and customer schedules.
- Advanced computer skills, and the ability to multitask without the direct oversight of manager.
- Must be willing and able to travel up to 40% overnight regionally and nationally.
- Required to work in a laboratory setting near or with heavy equipment, ability to lift 60 lbs., and wear protective gear (i.e. lead aprons).
- Adheres to customer protective, safety, and security protocols. Must have valid driver's license in state of residence and clean driving record.
RESPONSIBILITY FOR OTHERS (If applicable)
The Key Account Manager directly oversees approximately 3-6 Key Account Clinical Account Specialists and indirectly works with 1-2 Field Service Engineers. And, they indirectly oversee the activities of 1-3 third-party per diem clinical support.
PHYSICAL WORKING CONDITIONS / REQUIREMENTS
Include any conditions that may require special or unique physical abilities. For example, "Must be able to stand for long periods of time, Must be able to lift up to 30 pounds above his/her head". Or "This position will be performed in a clean room production environment, must be able to complete repetitive movements for extensive periods of time".
LOCATION & TRAVEL REQUIREMENTS
- Location: Specify primary location of the position.
- Travel: up to 40%
Required Skills:Preferred Skills:Brand Positioning Strategy, Commercial Awareness, Competitive Landscape Analysis, Compliance Management, Confidentiality, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Opportunity Assessment, Project Integration Management, Sales Enablement, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Team Management, Vendor Selection
The anticipated base pay range for this position is :$114,000.00 - $182,850.00
Additional Description for Pay Transparency:
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
