Director Strategic Accounts (DSA), Institutional Business Group - Everglades

Job Title

Director Strategic Accounts (DSA), Institutional Business Group – Everglades region.

Location

Southern Florida: Miami, Fort Lauderdale, Tampa.

Responsibilities

• Account management and customer support for Johnson & Johnson Innovative Medicine accounts specializing in Integrated Health Systems (IDNs) and associated owned regional health plans.
• Engage with national and regional Group Purchasing Organizations (GPOs), National Health Plan engagement at IDN, Pharmacy Benefit Managers (PBMs), and Specialized Pharmacy Providers (SPPs).
• Negotiate terms and conditions of contracts to provide optimal formulary access for the NA Pharmaceutical portfolio.
• Drive utilization and sales growth through optimal formulary access for the entire portfolio.
• Establish relationships with C‑suite and D‑suite clinical, operational and population health stakeholders in enterprise accounts.
• Organize the local One J&J account team and lead One J&J business planning and execution to drive incremental portfolio results across all franchises.
• Navigate the complex health system marketplace and achieve maximum account penetration to increase scope and influence within assigned accounts.
• Ensure adherence to J&J Credo and HCC guidelines in all activities.
• Field‑based travel (up to 50%) to meet with accounts and attend trainings, including overnight and possible weekends.

Position Requirements

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

Required Business & Leadership Experiences

• Experience working with 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.
• Experience managing critical external relationships: prioritized IDN customers, clinical thought leaders, strategic partners, healthcare solutions consultants.
• Strong interpersonal skills to communicate business problems clearly.
• Strong individual and group leadership and influencing skills with cross‑function teams.
• Discretion and judgment with flexible work schedule accommodating frequent disruptions.

Required Skills

• Customer centricity
• Hematology
• Industry analysis
• Market knowledge
• Oncology
• Organizing
• Performance measurement
• Pharmaceutical industry
• Pharmaceutical sales marketing
• Problem solving
• Resource managementRevenue management
• Sales
• Sales enablement
• Sales trend analysis
• Strategic sales planning
• Team management
• Technical credibility

Preferred Skills

• Customer centricity
• Hematology
• Industry Analysis
• Market Knowledge
• Oncology
• Organizing
• Performance Measurement
• Pharmaceutical Industry
• Pharmaceutical Sales Marketing
• Problem Solving
• Resource Management
• Revenue Management
• Sales
• Sales Enablement
• Sales Trend Analysis
• Strategic Sales Planning
• Team Management
• Technical Credibility

Equal Opportunity Employer

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.

Accommodation

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