Job Function: Sales Enablement
Job Sub Function: Sales Effectiveness
Job Category:Professional
All Job Posting Locations:Cincinnati, Ohio, United States of America, New Brunswick, New Jersey, United States of America, Raritan, New Jersey, United States of America, Remote (US)
Job Description:Johnson & Johnson is recruiting for a
Senior Analyst, Key Account Management Insights - JJMT Surgery US to join our MedTech Surgery business located at our Raritan, NJ site, with alternate site locations of Cincinnati, OH or New Brunswick, NJ.
Remote work options may be considered on a case-by-case basis and if approved by the Company.
About SurgeryFueled 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 surgery? Ready to join a team that's reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world's most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting!
Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech
Position Summary:Enabling an insights-based commercial ecosystem is a critical growth accelerator for J&J MedTech. The Senior Analyst, Customer Insights (Sales) Insights is responsible for delivering account-level insights and analytics as part of a broader end-to-end performance assessment of commercial strategy & execution for JJMT Surgery. This includes helping execute:
- Connected Field Sales/Key Account Management/Marketing/etc. Account Planning capabilities
- KPI measurement for KAM effectiveness, productivity & Deal Performance
- Accurate and timely delivery of analytics reports to commercial organization Senior Leadership.
- This role will communicate and drive insights while regularly looking to uncover broader trends. Goal is to improve time for KAM & Leaders to grow their effectiveness & efficiency in day-to-day operations and to level-up Deal performance in support of strategic growth priorities & organizational goals.
The Senior Analyst will establish and maintain critical internal relationships across functions & partners, including: Field Sales, Key Account Management, Business Units, Marketing, Finance, IT, Pricing strategy and contract execution insights.
Responsibilities:Deliver the following for Key Account Management & Deal Performance:
- Customer Insights as part of JJMT Surgery / Ethicon "data & insights ecosystem". Goal is to scale & operationalize insights sharing & actioning, progressing to more proactive and predictive insights, vs. customized & reactive.
- Partner with Data Science and Solutions, IT, FSO Insights, Offer Development. Develop and support innovative approaches to improving operating efficiency by eliminating redundant steps and automating manual work as appropriate
- Execute Connected Account Planning process [SSL+FSO+KAM+Marketing+etc.], along with other evolved approaches to integrated measurement & optimization. Proactively find opportunities for business performance improvements and collaborate effectively with aligned KAM team members, along with finance, marketing, IT, etc.
- Support the system/customer-level strategic planning [business, account], financial planning and ongoing performance measurement & optimization processes. Identify opportunities and gaps for respective scope, in alignment with overall business growth strategies.
- Drive intuitive user-friendly reporting (reports and solutions) across the business through partnering with internal partners, ensuring an environment for success exists. Develop and support innovative approaches to improving operating efficiency by eliminating redundant steps and automating manual work as appropriate
- Deliver metrics for Key Account Management/other teams linked to commercial strategy, deal excellence and performance targets. Share key assessments, best practices on ongoing basis.
- Drive pull-through and shared accountability to metrics and approach
- Maintain Area Rosters, Track deal performance and work with appropriate team members to ensure alignment and ensure deals are win-win. Lead business planning and targeting initiatives, and raise the level of understanding across the organization of Accounts, Procedures, Products, Contracts, IDNs, Competition and Market Dynamics
- Change Management: Serve as a change agent for critical commercial transformation initiatives and represent key Customer Insights with the Field Sales and Key Account Management organizations
- Create open environment for team members across Customer Insights to share perspective on current events across regions, and feedback on how to improve analytics capabilities
- Recognize team members' contributions to projects and major initiatives in team settings to acknowledge team's success
Required Qualifications - BS/BA in business, marketing, statistics, mathematics, or related field is required.
- 4+ years of work/industry experience.
- A minimum of three (3) years of progressive experience in Finance, analytics, or data analysis.
Required Knowledge, Skills and Abilities:- High Technical Skills that include up to: advanced capabilities in Microsoft Excel; advanced visualization (e.g. Tableau, Qlik, Power BI preferred); Data Analysis techniques (e.g. SPSS, SAS, Python, R); MS Office
- Extensive experience in partnering with and leading a cross-functional team and organizational build-out.
- Understanding of data analysis and field sales/contracting landscape to build impactful trends analysis
- Ability to identify shortcomings in systems, processes, or tools and drive effective solutions for process improvements.
- Ability to develop effective strategies and translate them into tactical activities to improve sales force effectiveness to include sales planning tools
- Ability to collaborate in a complex, constantly evolving environment and within a matrixed organization
- Strong interdependent partnering skills; influence and consensus-building skills
- Strong Project management skills; Strong creative thinking, problem-solving skills
- Effective written/verbal communication and presentation skills with various levels of management
- Ability to travel approximately 15% domestically
Preferred Qualifications:- MBA or MS or other advanced degree is preferred, including healthcare
- Leadership Experience with Field Sales, Information Management/Information Technology, Contracting and/or Marketing organization.
- Superior understanding of data analysis and field sales/contracting landscape to build impactful trends analysis
- Understanding of planning, execution, and measurement of sales and contracting process
- Understanding of Business, Key Account Management Planning Process, and/or Deal Performance
- Solid understanding of agile methodologies and product development processes
- Experience partnering with Marketing, Field Sales and Information Management/Information Technology organizations
- ETL- Databricks, AWS, Snowflake etc.
Benefits Summary:- 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)).
- This position is eligible to participate in the Company's long-term incentive program.
- 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
Additional information can be found through the link below!
https://www.careers.jnj.com/employee-benefits
Required Skills:Preferred Skills:The anticipated base pay range for this position is :$79,000.00 - $127,650.00
Additional Description for Pay Transparency:
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.
