Director Key Account Management (Pacific Coast and Frontier Region) Johnson and
Scorpion Therapeutics, Rancho Santa Fe, California, United States
Role Summary
Director, Key Account Management for Johnson & Johnson MedTech- Electrophysiology. This role leads pricing strategy and contract negotiations within large health systems, collaborating with Marketing, Legal, Finance, and Commercial Operations to drive compliant contract adoption. Location includes Pacific Coast and Frontier region (Phoenix, AZ; Denver, CO; Seattle, WA; San Francisco, CA; San Diego, CA; Los Angeles, CA; Salt Lake City, UT). Remote work options may be considered case‑by‑case. Travel up to 25% domestically.
Responsibilities
Contract negotiation
Support Field Sales Organization in developing account strategies to accelerate profitable performance in assigned health systems.
Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
Manage account performance by monitoring contract compliance and contract performance goals.
Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
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.
Deliver value-based solutions
Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
External and Internal Interaction
Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
Build and maintain 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.
Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams.
Qualifications
Required Education and Experience
Bachelor’s degree (BS/BA) is required.
Degree in Business, Finance, Sales & Marketing is preferred.
Minimum 5 years of Medical Technology sales and/or contracting strategy experience required, preferably in cardiovascular and electrophysiology.
Experience in sales of capital equipment, software and/or disposable medical devices required.
Required Knowledge, Skills, And Abilities
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements.
Experience in at least one of the following: account management, contracting, marketing or sales management.
Strong analytical skills and the ability to prepare and deliver effective financial presentations.
Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset.
Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy.
Highly effective communication skills.
Experience managing the end-to-end contract continuum is preferred.
This position may require up to 25% domestic travel.
Preferred Skills
Account Management, Alliance Formation, Business Alignment, Commercial Awareness, Customer Centricity, Customer Experience Management, Goal‑Oriented, Interpersonal Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection
Education
Bachelor’s degree (BS/BA) required. Degree in Business, Finance, Sales & Marketing preferred.
Additional Requirements
Up to 25% domestic travel.
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Responsibilities
Contract negotiation
Support Field Sales Organization in developing account strategies to accelerate profitable performance in assigned health systems.
Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
Manage account performance by monitoring contract compliance and contract performance goals.
Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
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.
Deliver value-based solutions
Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
External and Internal Interaction
Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
Build and maintain 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.
Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams.
Qualifications
Required Education and Experience
Bachelor’s degree (BS/BA) is required.
Degree in Business, Finance, Sales & Marketing is preferred.
Minimum 5 years of Medical Technology sales and/or contracting strategy experience required, preferably in cardiovascular and electrophysiology.
Experience in sales of capital equipment, software and/or disposable medical devices required.
Required Knowledge, Skills, And Abilities
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements.
Experience in at least one of the following: account management, contracting, marketing or sales management.
Strong analytical skills and the ability to prepare and deliver effective financial presentations.
Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset.
Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy.
Highly effective communication skills.
Experience managing the end-to-end contract continuum is preferred.
This position may require up to 25% domestic travel.
Preferred Skills
Account Management, Alliance Formation, Business Alignment, Commercial Awareness, Customer Centricity, Customer Experience Management, Goal‑Oriented, Interpersonal Influence, Medical Technology, Personalized Services, Revenue Management, Sales Prospecting, Solutions Selling, Stakeholder Engagement, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection
Education
Bachelor’s degree (BS/BA) required. Degree in Business, Finance, Sales & Marketing preferred.
Additional Requirements
Up to 25% domestic travel.
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