Director Strategic Accounts (DSA), Institutional Business Group - Lehigh Valley

Job Title

Director Strategic Accounts (DSA) – Institutional Business Group, Lehigh Valley Region

Location

Hartford, CT; Worcester, MA; Allentown, PA; Wilmington, DE.

Job Function

Pharmaceutical Sales

Job Description

The Director Strategic Accounts (DSA) is a field‑based role responsible for customer‑facing account management and sales growth in key integrated health system customers. The DSA negotiates contract terms, presents clinical and economic value propositions, and works to achieve maximum account penetration to increase scope of influence within assigned accounts.

Responsibilities

• Lead the One J&J business planning and execution to drive incremental portfolio results across all franchises in enterprise accounts.
• Collaborate with C‑suite and D‑suite stakeholders in enterprise accounts, establishing relationships with clinical, operational, and population health leaders.
• Negotiate terms and conditions of contracts to provide access for products using clinical and economic value propositions and marketing resources to obtain favorable formulary status.
• Navigate the complex health system marketplace and achieve maximum account penetration, increasing scope and areas of influence within assigned IDNs and affiliated GPOs.

Required Business & Leadership Experiences

• Experience working with critical internal stakeholders – SCG cross‑functional partners, Sales Leaders, Market Access, JSA/RWE V&E, Finance, HCC, HCS, Legal, Regulatory, Commercial Excellence, Strategic Business Improvement, and brand marketing.
• Critical external relationships – Prioritized IDN customers, clinical thought leaders, strategic partners, and healthcare solutions consultants.
• Strong interpersonal skills with the ability to communicate the complexities of a business problem in clear, meaningful terms for the customer.
• Strong individual and group leadership and influencing skills, especially with cross‑function teams in a matrix environment.
• All responsibilities performed with strict adherence to the J&J Credo and HCC guidelines.
• Demonstrated strong healthcare acumen, strategic thinking, analytical capabilities, & attention to detail. Outstanding written and oral communication skills and ability to present in group and one‑on‑one settings.
• Ability to regularly use discretion and judgment, and to establish an effective work schedule accommodating frequent disruptions to routines and flexible work hours.

Position Requirements

• BA/BS Degree required; advanced degree (i.e., MBA) preferred.
• 8 or more years of healthcare industry experience required.
• 3 or more years of sales, marketing, and contracting or related experience highly preferred.
• 5 or more years of pharmaceutical, medical/surgical, or device sales management experience highly preferred.
• Prior account management with institutional business customers and/or local market commercial payers/health plans also highly preferred.
• Knowledge of formulary processes, healthcare contractual negotiations, implementation, and industry trends required.
• Prior experience with director and senior‑level institutional executives within the assigned geographic area preferred.
• Ability to understand multiple disease states, therapeutic areas, clinical and pharmacoeconomic data as it relates to the assigned product areas required.
• Strong individual and group leadership and influencing skills, especially with cross‑function teams in a matrix environment.

Travel

Field‑based position covering accounts in CT, MA, DE, and PA. Requires significant travel (up to 50%, depending on candidate’s residence), including meetings and training, overnight stays, and possibly weekend travel.

Equal Opportunity Employment

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local law.

Pay Range

$141,000.00 – $243,800.00 (anticipated base pay)

Additional Pay Transparency

Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)). The position is eligible to participate in the Company’s long‑term incentive program.

Benefits

• Vacation – 120 hours per calendar year
• Sick time – 40 hours per calendar year (48 hours for Colorado residents; 56 hours for Washington residents)
• Holiday pay, including floating holidays – 13 days per calendar year
• Work, personal, and family time – up to 40 hours per calendar year
• Parental leave – 480 hours within one year of birth/adoption/foster care of a child
• Bereavement leave – 240 hours for an immediate family member, 40 hours for an extended family member per calendar year
• Caregiver leave – 80 hours in a 52‑week rolling period
• Volunteer leave – 32 hours per calendar year
• Military spouse time‑off – 80 hours per calendar year

For additional general information on Company benefits, please go to

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