Associate Director, Strategic Customer Group Offer Development
Johnson & Johnson, Titusville, FL, United States
Job Summary
This position is responsible for the creation, negotiation, and management of contracts between JJHCS and Provider Channel customers. The position requires close partnering with Pricing Strategy, Account Management, Law Department, Contract Strategy & Analytics, Enterprise Contract Management and other key stakeholders to implement approved contracting strategies with Provider Channel customers. This individual will have primary alignment to the Director of Provider Offer Development. Key Responsibilities
Execute approved pricing strategies: Draft, negotiate and Execute Master Agreements, Product Documents, Amendments, Notices, Waivers, NDA’s (“Contract Documents”), with Provider Channel Customers as assigned by the Director of Offer Development. Maintain all Contract Documents associated with these customers. The Contract Documents reflect CPC approved strategies and templates. Responsibilities also include reviewing exceptions to the approved templates with the Learned Intermediary (LI), or the appropriate J&J legal counsel, as needed and may require CPC approval, prior to execution. Negotiate Contracts: Serve as the lead negotiator for assigned customers or novel and complex arrangements in the Provider Channel. Manage and lead the redlining process and the escalation of off template language. Demonstrate conviction and persistence when negotiating and influencing others. Review contracts to ensure accuracy and compliance to guidance documents, pricing strategies, and respective approvals. Lead and partner with a cross‑functional team of key stakeholders during the strategic contract development process for assigned customers with Account Management, Contract Strategy and Analytics, Enterprise Contract Management (Payments, Contract Validation & Analytics) and Law Department. Maintain a high level of communication with business partners to share market and business insights. Executive presence: Deliver and create clear and concise communications and presentations using approaches that highlight the most pertinent information for key stakeholders and leadership that mobilizes for action. Develop Process Narratives, Standard Operating Procedures (SOP) and Work Instruction (WI) that define the approved procedures for developing and executing Agreements with its customers. Ensure that all Agreements are drafted in a compliant manner. Ensure that all Agreements comply with the laws and regulations that govern the Pharmaceutical industry, the Guidance Documents issued by the J&J Legal Department, and Janssen policies and procedures. Records Retention: Ensure that all approved Agreements are managed according to the JJHCS Records Management procedures. Assist in Issue Resolution, Post Contract Execution; Serve as the liaison between Pricing Strategy, Account Management, Law Department, Contract Strategy & Analytics, Enterprise Contract Management, and other key stakeholders to resolve issues involving contract language and payment issues, after the contract is executed. Strategic Planning & Capability Development: Effectively collaborate with peers to balance workload across the customers. Lead planning activities to ensure all contract activity is prioritized and aligned on with appropriate stakeholder alignment. Develop and own existing and new capabilities to drive greater end to end efficiencies and insights, based on self-identified business needs. Lead contract training sessions for Account Management and other business partners as requested. Actively participate in talent management and leadership within the Provider Offer Development team. This includes direct and indirect talent management, matrix talent management, coaching and mentoring. Education, Experience and Skills
Bachelor’s Degree is required. Paralegal certification, MBA or advanced degree preferred. Minimum of 8 years business experience, including contract management experience. Minimum of 4 years of experience drafting and/or negotiating contracts. Experience in pharmaceutical contract negotiation for Managed Markets, IDN/Provider is strongly preferred. Essential Skills
Excellent verbal and written communication skills, including the ability to articulate business situations clearly and accurately is required. Ability to influence without authority at all levels, including senior leaderships is required. Ability to work with all levels in the organization and with customers. Ability to manage multiple priorities and make decisions in an ambiguous and complex environment. Big picture orientation and attention to detail; ability to think strategically, to leverage industry knowledge to anticipate and prepare for the future while at the same time, ensuring that contract templates and executed documents accurately reflect approved strategies. Established organizational skills and the ability to work independently. Leadership skills needed to indirectly manage contract managers. Demonstrated ability to delegate effectively and coach and train new contract managers and manage the day-to-day workload effectively for contract managers where necessary (and as applicable). Preferred Skills
Compliance Management Contract Management Mentorship Negotiation Office Administration Organizing Performance Measurement Process Improvements Proofreading Relationship Building Risk Assessments Sales Enablement Sales Support Sales Terms and Conditions Technical Credibility Tender Management Pay and Benefits
The anticipated base pay range for this position is: $122,000.00 - $212,750.00 Additional Description for 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)). This position is eligible to participate in the Company’s long‑term incentive program. Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits: Vacation – 120 hours per calendar year Sick time – 40 hours per calendar year; for employees who reside in the State of Colorado – 48 hours per calendar year; for employees who reside in the State of Washington – 56 hours per calendar year 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 the 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 (10 days) Volunteer Leave – 32 hours per calendar year Military Spouse Time-Off – 80 hours per calendar year 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. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.
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This position is responsible for the creation, negotiation, and management of contracts between JJHCS and Provider Channel customers. The position requires close partnering with Pricing Strategy, Account Management, Law Department, Contract Strategy & Analytics, Enterprise Contract Management and other key stakeholders to implement approved contracting strategies with Provider Channel customers. This individual will have primary alignment to the Director of Provider Offer Development. Key Responsibilities
Execute approved pricing strategies: Draft, negotiate and Execute Master Agreements, Product Documents, Amendments, Notices, Waivers, NDA’s (“Contract Documents”), with Provider Channel Customers as assigned by the Director of Offer Development. Maintain all Contract Documents associated with these customers. The Contract Documents reflect CPC approved strategies and templates. Responsibilities also include reviewing exceptions to the approved templates with the Learned Intermediary (LI), or the appropriate J&J legal counsel, as needed and may require CPC approval, prior to execution. Negotiate Contracts: Serve as the lead negotiator for assigned customers or novel and complex arrangements in the Provider Channel. Manage and lead the redlining process and the escalation of off template language. Demonstrate conviction and persistence when negotiating and influencing others. Review contracts to ensure accuracy and compliance to guidance documents, pricing strategies, and respective approvals. Lead and partner with a cross‑functional team of key stakeholders during the strategic contract development process for assigned customers with Account Management, Contract Strategy and Analytics, Enterprise Contract Management (Payments, Contract Validation & Analytics) and Law Department. Maintain a high level of communication with business partners to share market and business insights. Executive presence: Deliver and create clear and concise communications and presentations using approaches that highlight the most pertinent information for key stakeholders and leadership that mobilizes for action. Develop Process Narratives, Standard Operating Procedures (SOP) and Work Instruction (WI) that define the approved procedures for developing and executing Agreements with its customers. Ensure that all Agreements are drafted in a compliant manner. Ensure that all Agreements comply with the laws and regulations that govern the Pharmaceutical industry, the Guidance Documents issued by the J&J Legal Department, and Janssen policies and procedures. Records Retention: Ensure that all approved Agreements are managed according to the JJHCS Records Management procedures. Assist in Issue Resolution, Post Contract Execution; Serve as the liaison between Pricing Strategy, Account Management, Law Department, Contract Strategy & Analytics, Enterprise Contract Management, and other key stakeholders to resolve issues involving contract language and payment issues, after the contract is executed. Strategic Planning & Capability Development: Effectively collaborate with peers to balance workload across the customers. Lead planning activities to ensure all contract activity is prioritized and aligned on with appropriate stakeholder alignment. Develop and own existing and new capabilities to drive greater end to end efficiencies and insights, based on self-identified business needs. Lead contract training sessions for Account Management and other business partners as requested. Actively participate in talent management and leadership within the Provider Offer Development team. This includes direct and indirect talent management, matrix talent management, coaching and mentoring. Education, Experience and Skills
Bachelor’s Degree is required. Paralegal certification, MBA or advanced degree preferred. Minimum of 8 years business experience, including contract management experience. Minimum of 4 years of experience drafting and/or negotiating contracts. Experience in pharmaceutical contract negotiation for Managed Markets, IDN/Provider is strongly preferred. Essential Skills
Excellent verbal and written communication skills, including the ability to articulate business situations clearly and accurately is required. Ability to influence without authority at all levels, including senior leaderships is required. Ability to work with all levels in the organization and with customers. Ability to manage multiple priorities and make decisions in an ambiguous and complex environment. Big picture orientation and attention to detail; ability to think strategically, to leverage industry knowledge to anticipate and prepare for the future while at the same time, ensuring that contract templates and executed documents accurately reflect approved strategies. Established organizational skills and the ability to work independently. Leadership skills needed to indirectly manage contract managers. Demonstrated ability to delegate effectively and coach and train new contract managers and manage the day-to-day workload effectively for contract managers where necessary (and as applicable). Preferred Skills
Compliance Management Contract Management Mentorship Negotiation Office Administration Organizing Performance Measurement Process Improvements Proofreading Relationship Building Risk Assessments Sales Enablement Sales Support Sales Terms and Conditions Technical Credibility Tender Management Pay and Benefits
The anticipated base pay range for this position is: $122,000.00 - $212,750.00 Additional Description for 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)). This position is eligible to participate in the Company’s long‑term incentive program. Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits: Vacation – 120 hours per calendar year Sick time – 40 hours per calendar year; for employees who reside in the State of Colorado – 48 hours per calendar year; for employees who reside in the State of Washington – 56 hours per calendar year 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 the 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 (10 days) Volunteer Leave – 32 hours per calendar year Military Spouse Time-Off – 80 hours per calendar year 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. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.
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