Strategic Account Director (All Regions), DePuy Orthopaedics Inc.-5470140304
Description
DePuy Orthopaedics Inc., a member of the Johnson & Johnson Family of Companies is recruiting for a Strategic Account Director. This position will be located in one of the following areas: Southeast Region (Areas include: Jacksonville, Miami, Atlanta, Richmond, Nashville, Charlotte, or Columbia), Southwest Region (Areas include: Southern & Northern CA, Colorado, North TX, or LA), Northwest Region (Areas include: Seattle, Detroit, or Chicago), or Northeast Region (Areas include: Indianapolis, Baltimore, Boston, New York City, or West Chester &/or Philadelphia, PA).
DePuy Synthes Companies of Johnson & Johnson is the largest, most innovative and comprehensive orthopaedic and neurological business in the world. DePuy Synthes Companies offer an unparalleled breadth and depth of products, services and programs in the areas of joint reconstruction, trauma, spine, sports medicine, neurological, craniomaxillofacial, power tools and biomaterials. Building on the legacy and strengths of two great companies, more agile and better equipped to meet the needs of today’s evolving health care environment. With a focus on activating insights to develop innovative, comprehensive solutions, we are inspired to advance patient care in greater ways than either company could accomplish on its own.
DePuy Synthes has created a Franchise Account organization focused on: accessing with all customers through creation of strategic surgeon relationships and economic decision makers, creating joint value with Strategic Customers, their Senior and Ortho Service Line/Institution leadership, enabling above market growth by developing performance requirements that will protect and grow Depuy Synthes market position, developing Preferred Partner Status through value added solutions and service line offerings, leveraging the complete portfolio and triple aim programs and services, delivering superior customer experience through more responsiveness and faster turnaround, and cultivating strong relationships and effective operating networks within all Strategic accounts to facilitate positive business interaction and enhanced growth opportunities.
The Strategic Account Director will develop and manage strategic relationships that transform the current commercial model through the joint creation of value and to drive franchise deals, sector deals and build deep partnerships with key decision makers to create access and deliver above market growth. The individual will develop overall strategy for assigned strategic accounts and lead business and communication contact for accounts and provide consultation on customer interfaces, proactively foster relationships with key executive and economic decision makers, and develop and manage strategic relationships that transform the current commercial model through the joint creation of value and category management. The value focus is on cost basis reduction, continuous process improvement, growth and profitability for both partners with the ability to export key learnings.
The successful candidate will develop sustainable strategic relationships with healthcare executives at targeted accounts, service line leadership and economic decision makers to enable above market growth by protecting and gaining share; developing preferred partner status through value added solutions and service line offerings; and delivering superior customer experience through greater responsiveness and turnaround. They will serve as a conduit for voice of customer (VOC) and develop key insights for the development of new DePuy Synthes products, programs & solutions, take a lead role in advanced development of account strategy, in high level meetings with external & internal stakeholders for assigned Hospitals, IDN’s & GPO’s, and execute against objectives and targets and provide oversight of account metrics and savings validation.
The incumbent is responsible for leading and overseeing the joint development of robust joint business plans and business reviews for targeted accounts that focus on key learning’s and action planning to deliver on business objectives. The individual will develop strategic and business planning activities for targeted accounts, coordinating with field teams, support organizations and J&J internal partners, specifically: assessing account needs and prepare strategic plans in partnership with field sales and other commercial resources to optimize customer satisfaction and overall business goals, as well as positioning and delivering economic and value-related solutions to targeted account and key decision makers, and leading the execution and implementation of customer offerings in a manner that drives value across all levels and with all stakeholders within a healthcare system and reduces the complexities of doing business with J&J.
The Strategic Account Director will align internal commercial and COE resources to plan and deliver comprehensive approach and address customer needs, collaborate with SADs/ADs in developing other/independent strategic prospects, and foster relationship with Sales Leadership and Distributors to achieve balanced value proposition delivery leading to improved market position and relational success. They are responsible for franchise deal offers designed by offer development team for assigned accounts, and will take the lead and coordinates offer design working with Franchise Offer Design group and consulting with stakeholders (Sales AVP/RSMs/AD) to develop offer.
The individual will present offers as needed to Franchise CPC for exceptions, lead contracting and RFP strategy, works with AD to develop customer negotiation strategy, facilitate transition to Franchise Offer Development team to craft contract, implement contract strategy terms and conditions, compliance, and metrics, and work collaboratively as a member of the team, aligned towards broader organization goals. They will provide peer coaching, development and training to ADs on critical business competencies and leadership imperatives, and also work collaboratively and consultatively to match customer’s needs and expectations with internal Depuy Synthes/MD&D and J&J capabilities (e.g. Professional Education, Supply Chain and Logistics, Data Analytics, and Health Economics & Reimbursement, Finance, Marketing, R&D, Outcomes Research etc.).
The Strategic Account Director will lead the collaboration and partnering with members of Strategy & Innovation and DePuy Synthes Global Marketing Teams in delivering on growth and innovation agenda. They will lead and coordinate team working with Sales AVP/RSMs for multi region system offers and strategy development, coordinate, consult and/or inform other internal business partners (Triple Aim team, COEs) , and when appropriate, provide oversight and coordination of future MD&D/J&J resources/pilots/projects. They will thoroughly and completely become subject matter expert (SME) on all Depuy Synthes product segments and pricing/contracting strategies by Operating Company, and reinforce MD&D strategy and drive implementation strategy across assigned responsibilities, including cross sector opportunities as needed.
Qualifications
A minimum of a Bachelors Degree is required, with an MBA or advanced degree being preferred. A minimum of 10 years of sales, account management, marketing, finance, or general management/consulting experience is required. Demonstrated experience managing indirect teams is required. A minimum of 3 years account management experience in medical device or other industry is required. International and domestic travel of up to 50% may be required.
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J2W: LI NA
Primary Location:North America-United States-Indiana-Warsaw
Other Locations:North America-United States-Maryland-Baltimore, North America-United States-Indiana-Indianapolis, North America-United States-Pennsylvania-Philadelphia, North America-United States-Texas-Fort Worth, North America-United States-Michigan-Detroit, North America-United States-Pennsylvania-West Chester, North America-United States-Massachusetts-Boston, North America-United States-Tennessee-Nashville, North America-United States-Virginia-Richmond, North America-United States-Florida-Miami, North America-United States-California, North America-United States-Washington-Seattle, North America-United States-New York-New York, North America-United States-Texas-Dallas, North America-United States-Illinois-Chicago, North America-United States-Florida-Jacksonville, North America-United States-Louisiana, North America-United States-Georgia-Atlanta, North America-United States-Colorado, North America-United States-Maryland-Columbia, North America-United States-North Carolina-Charlotte
Organization: DePuy Synthes Sales, Inc. (6032)
Job Function: Marketing
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