Job Description

Strategic Account Manager (SAM), Ontario

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.

Johnson & Johnson MedTech (JJMT), a division of Johnson & Johnson Inc., markets and distributes medical device and diagnostic solutions for use in primary health care and emerging alternative sites of care across Canada. Johnson & Johnson MedTech (JJMT) is a lead player in the MedTech sector in Canada with innovations across multiple surgical areas. JJMT focuses on providing minimally invasive treatment options spanning various medical procedures and disease states. Among the products represented by its various business units are surgical devices, comprehensive orthopaedics portfolios, including enabling technologies in Robotics & Digital Surgery (RAD), wound closure products, cardiovascular and neurovascular diagnostics, as well as solutions for women\xe2\x80\x99s health including breast care. Most Canadian hospitals and the healthcare continuum use JJMT innovations to deliver unmatched patient outcomes every day.

Position Overview

The Strategic Account Manager (SAM) is responsible for creating and implementing account strategies and developing long-term partnerships with our most trusted customers in hospitals, provincial procurement groups as well as evolving Non-Hospital Surgical Facilities (NHSF). Partnering with members of the Johnson & Johnson MedTech (JJMT) Sales, Marketing, and Strategic Customer Group, the SAM will enable positive business outcomes for the DePuy Synthes, Ethicon and Cardiovascular and Specialty Solutions portfolios across select large institutional key customers. The SAM will utilize their strong leadership skills to effectively align internal team members to meet account specific objectives. Identifying and leading key business opportunities with the customer facing teams in Ontario, the SAM will increase our competitive advantage in the region at targeted strategic hospitals and NHSF\xe2\x80\x99s by leveraging strong relationships with procurement, clinical stakeholders, and Health System administrators across the province.

Major Responsibilities

Strategic Account Planning:

Identify target accounts and growth opportunities by integrating portfolio strategies and customer insights. The SAM actively engages relevant business partners (commercial, finance, enabling functions), aligning on key priorities that will develop long term, sustainable, value-based partnerships. Facilitates the integration of customer insights into the development of strategic account plans.

Strategic Account Management:

Develops sustainable strategic relationships with leaders at identified hospitals and NHSF\xe2\x80\x99s to maximize effectiveness in the account, driving growth and ultimately positioning JJMT as the preferred and trusted partner in the delivery of innovative technologies and solutions that enhance patient surgical care. Demonstrates a consultative and interactive approach in engaging customers to facilitate and achieve results, i.e., follows up on customer interactions and commitments, effectively positions emerging technologies and solutions to meet unmet health system and patient needs.

Negotiation and Consultation:

Applies advanced negotiating techniques and incorporates a consultative approach, compliantly implementing measurable short and long-term value that leads to mutually beneficial outcomes. The SAM is expected to successfully encourage, negotiate, and motivate others to be accountable, to act and achieve desired outcomes.

Executional Excellence:

Ensures executional excellence by taking a comprehensive, systematic approach to provide guidance through solutioning and enable quick wins and learnings to be incorporated into evolving plans. Focus areas on Revenue Pipeline shaping, Project Value deliverables, KSA planning and Market Shaping (NHSF). Assumes personal ownership and holds others accountable for compliant and flawless execution; eagerly accepts stretch goals; challenges others to make the customer central to all thinking.

Business Acumen:

Integrates financial acumen, data, analytics, and knowledge of J&J customer needs to translate insights into business solutions. The SAM will have a strong understanding of financial drivers impacting sales growth, profitability and risk. Experience defining and driving strategic contracting offerings and solutions for a mix of capital equipment, consumable and associated services.

Health System & Business Development:

Leverage knowledge of the healthcare environment, emerging patient pathways, marketplace, and competitive landscape to identify future market forces and develop partner networks to effectively position JJMT as the partner of choice. Shape and influence regional healthcare procurement by advocating for a focus on health and economic outcomes from JJMT innovations. Drive the adoption of innovative digital med-technologies such as robotics, automation, and virtual care while ensuring compliance with data regulations. Shape the provincial procurement landscape to ensure sustainable competitive advantage, innovative procurement policies, and innovation adoption.

Johnson & Johnson