Johnson & Johnson Careers
Strategic Account Manager - Ontario
Requisition ID: 1209180904
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 Medical Companies (JJMDC), a division of Johnson & Johnson Inc., markets and distributes medical device and diagnostic solutions for use in institutional and primary health care settings across Canada. JJMDC 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 instruments, orthopaedic implants, devices for women’s health including breast care, infection prevention and general-purpose sterilizers, hernia solutions, haemostatic products, cardiovascular and neurovascular diagnostics and treatment.
Working with members of the Johnson & Johnson Medical Companies (JJMDC) Sales, Marketing, and Strategic Customer Group (SCG) teams, the Strategic Account Manager (SAM) will enable positive business outcomes for the DePuySynthes, Ethicon and Cardiovascular and Specialty Solutions portfolios. The SAM is in charge of creating and implementing account strategies and developing long-term partnerships with our most valuable customers. This role requires a high degree of personal integrity and self-motivation as you will be working independently. Strong customer focus and a data driven approach in attaining set objectives are mandatory characteristics. Furthermore, you should have good leadership skills to effectively align an informal team to meet account objectives. Identifying and leading key business opportunities with the customer facing teams in the region, you will increase our competitive advantage in the territory and select accounts by leveraging relationships with Hospital Procurement, Administration and defined partners.
Strategic Account Planning:
Identify target accounts and opportunities for the company. You are expected to build comprehensive account plans for priority accounts including e.g. account specific partner mapping, the setting of account objectives and the definition of concrete tactics and action steps that will lead to accounts buying JJMDC products. Following the account plan, you need to enable the organization to implement the defined tactics and action steps. You will follow the Customer Engagement process to integrate customer insights into the account strategies, plans and value-added offerings that are aligned with the customer needs and priorities. You are expected to lead, collect, validate and communicate targets to continuously move the accounts up the buying process from prospectus to high value customers.
Negotiation and Consultation:
Apply advanced negotiating techniques and a consultative approach with Strategic Account Customers and internal partners, to compliantly create measurable short and long-term value that leads to mutually beneficial outcomes.
Ensure executional excellence of Strategic Account Plans. Interface with influential clinical and administrative customers and track progress, manage changing priorities, allocate appropriate resources, and communicate regularly with internal and external stakeholders. Develop and leverage a broad base of knowledge in current and future JJMDC product portfolios. The complex account selling environment requires you to effectively coordinate tasks between different internal stakeholders in order to achieve objectives with the customer.
Integrate financial acumen, data, analytics, and knowledge of J&J and customer businesses to translate insights into business solutions. Due to the long-term orientation of account management, you are required to maintain and expand close customer relationships or partnerships which should be built on professional manners, consistent customer focus and distinct relationship skills. It is also your responsibility to turn your customer relationships into commercial benefits, or sales, for JJMDC.
Leverage knowledge of the healthcare environment, marketplace, and competitive landscape to identify future market forces and develop stakeholder networks to position J&J as the partner of choice. You will communicate within the commercial teams, with your colleagues and your manager internally, as well as externally with the customers. Develop and leverage a broad base of knowledge in current and future JJMDC product portfolios.
University Degree required, MBA an asset
Minimum of 8 years of work experience in healthcare sales, marketing and sales management preferably in the medical device industry.
Healthcare system knowledge at the provincial, regional and hospital levels as it relates to the delivery of patient care and the launch of new medical device technology.
Ability to travel 30%+ of time in Canada.
Strong leadership, analytical, communication and collaboration / team building skills
Demonstrates persistence and tenacity in interactions with customers when aiming to achieve results, i.e. effectively follows-up on customer interactions and sees tasks through in a solution driven manner
Ensures the achievement of sales objectives
Strives to achieve stretch goals for development aligned to personal business objectives
Drives new initiatives and sees all activities through to completion
Acts as an ambassador for JJMDC, its vision and values that achieves patient focus at all levels of the business
Takes ownership of customer relationships and works in collaboration with the customer to achieve common goals
Ensures effective contact with meaningful clinical and non-clinical decision makers and understands the importance of negative influencers
Undertakes key opinion leader and advocate development through the development of relationships with these key partners
Anticipates customer requirements and aligns internal resources to ensure business opportunities are met in a way that adds new value
Takes ownership for creation and implementation of complex and long-term account plans against set priorities including realistic milestones and deadlines and is able to rationalize these to superiors
Finds ways to optimally align available resources to achieve a maximum benefit for the customer
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 Inc. (7695)