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

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world.  We provide an inclusive work environment where each person is considered as an individual.  At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

Pharmaceutical Sales

Job Sub Function:

Sales – Oncology/Hematology (Commission)

Job Category:

Professional

All Job Posting Locations:

Allentown, Pennsylvania, United States, Boston, Massachusetts, United States of America, Hartford, Connecticut, United States, New Haven, Connecticut, United States, Philadelphia, Pennsylvania, United States, Springfield, Massachusetts, United States, Wilmington, Delaware, United States, Worcester, Massachusetts, United States

Job Description:

Director Strategic Accounts (DSA), Institutional Business Group - Lehigh Valley - Johnson & Johnson Health Care Systems Inc.

Johnson & Johnson Health Care Systems Inc. is recruiting for a Director Strategic Accounts (DSA), Institutional Business Group in the Lehigh Valley region.  This position is a field-based role with accounts in Hartford, CT; Worcester, MA; Allentown, PA; and Wilmington, DE.

Johnson & Johnson Health Care Systems Inc. provides account management and customer support services to Johnson & Johnson Innovative Medicine accounts specializing in Integrated Health Systems (IDNs), and their associated owned regional health plans with other responsibility working with national and regional Group Purchasing Organizations (GPOs), national Health Plan engagement at IDN, Pharmacy Benefit Managers (PBMs), and Specialized Pharmacy Providers (SPPs).   The company also provides contract management, logistics and supply chain functions for the major Johnson & Johnson franchises.

At the Johnson & Johnson Innovative Medicine, what matters most is helping people live full and healthy lives. We focus on treating, curing and preventing some of the most devastating and complex diseases of our time. And we pursue the most promising science, wherever it might be found.  

Johnson & Johnson Innovative Medicine provides medicines for an array of health concerns in several therapeutic areas.  Our ultimate goal is to help people live healthy lives. We have produced and marketed many first-in-class prescription medications and are poised to serve the broad needs of the healthcare market - from patients to practitioners, from clinics to hospitals. For more about the Johnson & Johnson Innovative Medicine, please visit  https://innovativemedicine.jnj.com/.

The Director Strategic Accounts (DSA) has customer facing account responsibility to achieve sales growth and drive utilization through optimal formulary access for the entire NA Pharmaceutical portfolio of products in key targeted Integrated Health System customers.  The candidate must effectively collaborate with stakeholders in these enterprise accounts to establish relationships with C-suite and D-Suite clinical, operational and population health stakeholders.

This individual will 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.  The DSA navigates the complex health system marketplace and works to achieve maximum account penetration to increase scope and areas of influence within assigned accounts, which will include Health Systems/IDNs and their affiliated GPO. 

The DSA provides total Johnson & Johnson Innovative Medicine Portfolio leadership in these Enterprise Accounts by organizing the local One J&J account team and leading the One J&J business planning and execution to drive incremental portfolio results across all franchises in these most important Enterprise customers.

Required Business & Leadership Experiences

• Experience working with critical internal stakeholders/relationships – 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, 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 of the DSA are carried out with strict adherence to the J&J Credo and HCC guidelines.

• This individual must demonstrate strong healthcare acumen, the ability to think strategically as well as analytical capabilities and attention to detail.  They must possess outstanding written and oral communications skills and be able to present in group and one-on-one settings, using approaches that highlight the most pertinent information for stakeholders and spur stakeholder actions.

• Position requires the ability to regularly use discretion and judgment and to establish an effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives.   

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 is highly preferred.   

• 5 or more years of pharmaceutical, medical/surgical or device sales management experience is highly preferred.  

• Prior account management with experience with institutional business customers and/or local market commercial payers/health plans is also highly preferred.   

• Knowledge of formulary processes, health care contractual negotiations and implementation, and healthcare industry trends required. 

• Prior experience with director and senior level Institutional executives within the assigned geographical 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.

This position is a field-based position, covering accounts in CT, MA, DE, and PA and requires significant travel (up to 50%, depending on where candidates resides) including required meetings and training, overnight and possibly weekends. 

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,  external applicants please contact us via  https://www.jnj.com/contact-us/careers . Internal employees contact AskGS to be directed to your accommodation resource.

Required Skills:

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

The anticipated base pay range for this position is :

$141,000.00 - $243,800.00

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 period10 days
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: - https://www.careers.jnj.com/employee-benefits