Job Function:
MedTech Sales
Job Sub Function:
Clinical Sales 6 Hospital/Hospital Systems (Commission)
Job Category:
Professional
All Job Posting Locations:
Los Angeles, California, United States of America, Phoenix, Arizona, United States, Portland, Oregon, United States, San Francisco, California, United States of America
Job Description:
Johnson & Johnson is recruiting for a Senior Contract Director to join our Key Account Management (KAM) MedTech Surgery business.
This is a field-based role available in multiple states within the territory. While specific cities are listed in the Locations section for reference, please note that they are examples only and do not limit your application. We invite candidates from various locations to apply and encourage you to review the following states where this opportunity is available:
- Phoenix, AZ
- Los Angeles, CA
- San Francisco, CA
- Portland, OR
About Surgery
Fueled by innovation at the intersection of biology and technology, we 27re 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 27s 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 27s 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
Position Summary
The Senior Contract Director 6 Key Account Management role is responsible leading the operational aspects & execution focused on contractual management within aligned large health systems. The CM coordinates with the Field Sales Leadership Team, Commercial Strategy & Execution, Source-View team and internal business partners (Offer Development, Legal, Healthcare Compliance, Finance, etc.) to support & drive overall Account Plan execution.
Responsibilities
- Reports to the Area Vice President, Key Accounts, Ethicon Key Account Management and is responsible for contracting, pricing, and daily management of Ethicon Platforms in ~6-12 large health system customers
- Supports the Aligned KAM organization in their development of account strategies with Area Leadership & local FSO team. The CM will assist in all aspects of contract operations to help accelerate the delivery of profitable performance metrics (i.e., revenue growth, improved price performance, NPIs, and managing erosion) & handles administrative responsibilities in assigned health systems
- Becomes a Super User for SourceView at all Aligned IDNs and supports the Area on key IDNs where there is an opportunity to apply SV to generate significant upside
- Manages account performance by monitoring System Analytics (SourceView/Optimizer) contract compliance, contract performance goals & will engage KAM leadership to negotiate contractual offers or changes
- Responsible for providing access within aligned health systems for focus product categories, as well as NPIs as determined by Ethicon Sales & MKT
- Builds and maintains strong relationships with economic decision makers within the health system to ensure efficiency & effectiveness of all operational aspects of the Ethicon contract portfolio, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions
- Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.) & partners with AVP/RSM who will partner & formally negotiate the final contract terms (approved by Contract Mgmt).
- Works collaboratively, as a member of the overall IDN account team, to align toward broader Ethicon goals.
- Accountable for the co-creation of contract strategy and pricing across Ethicon platforms/product lines in partnership with Area FSO leadership & Local Team
- Understand the full set of Ethicon products and offerings, strategies and business objectives
Required Qualifications
- A minimum of a bachelor 27s degree is required
- 7+ years of proven experience is required
Required Knowledge, Skills and Abilities
- Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required.
- Financial competence required, an understanding of gross profit, erosion, pricing impact preferred.
- Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mentality required.
- Collaborative style, ability to process multiple, sophisticated and often conflicting inputs to build executable contract strategy.
- Highly effective interpersonal skills
- Proven ability to manage through differing opinions and perspectives.
Travel on the Job: Yes
Percentage Traveled: ~60%
This position is eligible for a company car through the Company 27s FLEET program.
Type of Travel Required:
Domestic
Preferred Knowledge, Skills and Abilities:
- Relevant product knowledge (Ethicon Platforms / capital)
- Experience in any of the following suggested: contracting, marketing, Sales & Sales management
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 27s consolidated retirement plan (pension) and savings plan (401(k)).
- This position is eligible to participate in the Company 27s long-term incentive program.
- Employees are eligible for the following time off benefits:
- Vacation 6 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 6 up to 56 hours per calendar year
- Holiday pay, including Floating Holidays 6 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:
Advertising, Data Savvy, Hospital Operations, Incentive Policy, Procedures, and Quotas, Innovation, Medicines and Device Development and Regulation, Organizing, Pricing Strategies, Relationship Building, Representing, Sales, Sales Territory Management, Sales Training, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection
The anticipated base pay range for this position is :
$131,000.00 - $211,600.00
For Bay Area:
$151,000.00 - $243,800.00
Additional Description for Pay Transparency:
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.
