Director Key Account Management (Pacific Coast and Frontier Region) Johnson and Johnson MedTech, Electrophysiology

Role Summary

Director, Key Account Management for Johnson & Johnson MedTech- Electrophysiology (EP) in the Pacific Coast and Frontier region. The role leads negotiations, pricing strategy, and contract management for large health systems, collaborating with Marketing, Legal, Finance, and Commercial Operations to drive compliant contract adoption. Remote work options may be considered on a case-by-case basis. The position covers territories including Phoenix, AZ; Denver, CO; Seattle, WA; San Francisco, CA; San Diego, CA; Los Angeles, CA; and Salt Lake City, UT.

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.).
  • Competencies used: Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation, and Executional Excellence.
• Deliver value-based solutions
  • Utilize baseline experience and expertise in the healthcare industry to monitor changes in customer and competitor landscape, 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
  • Extensive customer interaction with Electrophysiologists, EP/Cath Lab Directors/Managers and Hospital Administration.
  • Build and maintain relationships with economic decision-makers within health systems, including Supply Chain, Value Analysis Committees and other system-wide committees.
  • Collaborate 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 compliance requirements.
• Preferred: Experience in account management, contracting, marketing or sales management.
• Required: Strong analytical skills and the ability to prepare and deliver effective financial presentations.
• Preferred: Experience managing the end-to-end contract continuum.

Skills

• Preferred 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

Additional Requirements

• Up to 25% domestic travel may be required