Job Description

Strategic Account Manager (SAM), West

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\'s 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 Western Canada, the SAM will increase our competitive advantage in the region at targeted strategic hospitals and NHSF\'s by leveraging strong relationships with procurement, clinical stakeholders, and Health System administrators across the province. Ideal candidate will reside in Alberta and coverage of the territory will include British Columbia (BC), Manitoba (MB), Alberta (AB) and Saskatchewan (SKS).

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\'s 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.

Qualifications

Knowledge & Competency Requirements:

\xc2\xb7 A minimum of 10 years of experience in sales/strategic account management/marketing/sales management in Life Sciences (Medtech or Pharma).

\xc2\xb7 University degree is required, MBA an asset

\xc2\xb7 Demonstrated success in Strategic Account Management, with proven record of successful implementation and execution

\xc2\xb7 Background and understanding of the Canadian and regional healthcare system, GPO/SSO/procurement landscape, payment pathways, digital asset adoption, and relevant regulations.

\xc2\xb7 Uses appropriate analysis and tools to critically examine information, recognize trends, and make informed decisions/recommendations

\xc2\xb7 Ability to translate healthcare environment knowledge into effective and executable commercial strategies

\xc2\xb7 Acts as an ambassador for JJMT, its vision and values that achieves patient focus at all levels of the business

\xc2\xb7 Anticipates customer requirements and aligns internal resources to ensure business opportunities are met in a way that adds value

\xc2\xb7 Focuses externally, analyzing market forces and market access dynamics to position JJMT to better capitalize on business opportunities

\xc2\xb7 Quickly adapts to guide and support all franchises\' business objectives and customer segments

\xc2\xb7 Seeks out challenges and stretch opportunities

\xc2\xb7 Can remain focused on the \'big picture\' while carrying out multiple tasks for different stakeholders at the same time

\xc2\xb7 Builds trust, values openness in others, and seeks to incorporate a diversity of perspectives

\xc2\xb7 Demonstrates the ability to grow relationships over the long term

\xc2\xb7 Supports commercial teams through engagement on key regional initiatives

\xc2\xb7 Recognizes and communicates the need for change, embracing innovation

\xc2\xb7 Strong and effective communication skills

\xc2\xb7 Drives change to deliver a superior customer experience

\xc2\xb7 Strong presentation skills

\xc2\xb7 Up to 20% domestic travel

Diversity and inclusion are central elements of the shared culture across the Johnson & Johnson Family of Companies. Attracting, developing and retaining a workforce that reflects the diversity of our customers and communities is essential to our success. We are committed to providing a respectful, inclusive and accessible work environment where all employees have the opportunity to achieve their potential.

Johnson & Johnson