Director, Key Account Management (Nashville, TN) Johnson and Johnson MedTech, Electrophysiology

Role Summary

Director, Key Account Management for Johnson & Johnson MedTech- Electrophysiology, supporting the Nashville, TN territory. Leads pricing strategy and contract negotiations with health systems including IDN and GPO accounts, collaborating with Marketing, Legal, Finance, and Commercial Operations to drive adoption of compliant contract strategies. Remote work options may be considered on a case-by-case basis and if approved by the Company.

Responsibilities

• Contract negotiation
  • Support Field Sales Organization in developing account strategies to accelerate the delivery of profitable performance metrics in assigned health systems.
  • Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
  • Manage account performance by monitoring contract compliance and contract performance goals.
  • Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
  • In all aspects of the role, the following competencies will be utilized and needed: Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence.
• Deliver value-based solutions
  • Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
  • Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
• External and Internal Interaction
  • Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
  • Build and maintain strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions.
  • Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
  • Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams.

Qualifications

• Required: Bachelor's degree (BS/BA).
• Preferred: Degree in Business, Finance, Sales & Marketing.
• Required: Minimum of 5 years of Medical Technology sales and/or contracting strategy experience, preferably in cardiovascular and electrophysiology.
• Required: Experience in sales of capital equipment, software and/or disposable medical devices.
• Required: Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements.
• Required: Experience in account management, contracting, marketing or sales management (at least one).
• Required: Strong analytical skills and the ability to prepare and deliver effective financial presentations.
• Required: Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset.
• Required: Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy.
• Required: Highly effective communication skills.
• Preferred: Experience managing the end-to-end contract continuum.
• Required: Up to 25% domestic travel.

Skills

• Account Management
• Alliance Formation
• Business Alignment
• Commercial Awareness
• Customer Centricity
• Customer Experience Management
• Goal-Oriented
• Interpersonal Influence
• Medical Technology
• Personalized Services
• Revenue Management
• Sales Prospecting
• Solutions Selling
• Stakeholder Engagement
• Sustainable Procurement
• Tactical Planning
• Technical Credibility
• Vendor Selection

Education

• Bachelor’s degree (BS/BA) required.
• Preferred: Degree in Business, Finance, Sales & Marketing.

Additional Requirements

• Up to 25% domestic travel.