Job Description

Johnson & Johnson, Inc. is recruiting for a Contract Director – Surgery in the Customer Management department of the Strategic Customer Group (SCG).  This position can be located in the greater Dallas or Houston, TX area.

Johnson & Johnson, through its operating companies, is the world's most comprehensive and broadly-based manufacturer of health care products, as well as a provider of related services, for the consumer, pharmaceutical, and medical devices and diagnostics markets. We strive to provide scientifically sound, high quality products and services to help heal, cure disease and improve the quality of life.

The Contract Director – Strategic Accounts (CD) role is responsible for leading the negotiations, execution and management for pricing strategy within large health systems.  The CD coordinates with the Field Sales organizations, the Director, Strategic Accounts and internal business partners (Deal Desk, Legal, Healthcare compliance, Finance, etc.) to drive the overall Account Plan. 

Key responsibilities include:

Reports to the Area Vice President, Strategic Customer Group Customer Management for JJMDC and responsible for contracting, pricing and daily management of the ETHICON surgery platforms in 8-10 large health system customers.

Supports the Director, Strategic Accounts in developing account strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, managing erosion) in assigned health systems.
Manages account performance by monitoring contract compliance and contract performance goals.

Responsible for providing access within large health systems for focus product categories, as well as, new products as determined by the JJMDC business plans.
Builds and maintains 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.
Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.)
Works collaboratively, as a member of the overall IDN account team, to align toward broader organizational goals.
Accountable for the co-creation of contract strategy and pricing across platforms/product lines including multi-franchise and overall JJMD overlay programs
Understand the full set of JJMD products and offerings, strategies and business objectives

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

Qualifications:

Required:

Bachelor’s Degree required; MBA preferred.
7+ Years of health care business experience required.
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required.
Experience in any of the following required: account management, contracting, marketing and sales management
Financial acumen 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 mindset required.
Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy
Strong analytical skills
Highly effective communication skills
Proven ability to manage through constructive conflict.
Must live in or near the cities listed or willing to relocate.
Ability to travel up to 50% of the time

Preferred:

Experience developing and successfully executing customer negotiations, strongly preferred.
Relevant product knowledge in the surgical /OR space and associated capital