Director Strategic Accounts - Shockwave Medical (Great Lakes)

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:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

People Leader

All Job Posting Locations:

Cleveland, Ohio, United States, Indianapolis, Indiana, United States, Louisville, Kentucky, United States, Michigan (Any City)

Job Description:

Johnson & Johnson is hiring for a Strategic Accounts Director – Shockwave Medical to join our team located in the Great Lakes (Including but not limited to Michigan, Indiana, Kentucky, and Ohio). This position covers the entire state of Florida.

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 https://www.jnj.com/.

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. Ready to join a team that’s pioneering the development and commercialization of Intravascular Lithotripsy (IVL) to treat complex calcified cardiovascular disease. Our Shockwave Medical portfolio aims to establish a new standard of care for medical device treatment of atherosclerotic cardiovascular disease through its differentiated and proprietary local delivery of sonic pressure waves for the treatment of calcified plaque.

The primary function of this role will be to drive incremental business growth through the development and management of relationships with key strategic accounts.

Essential Responsibilities

• Developing, managing, and growing partnerships with designated strategic regional accounts.
• Articulate the complete value proposition (clinical, reimbursement, health economics, and pricing) of Shockwave Medical to designated regional accounts.
• Collaborate closely with sales VP’s, Regional Sales Directors, and their teams on designated accounts.
• Developing and implementing short- and long-term strategic plans based on key customer initiatives.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Serve as liaison to marketing, sales, and other functions to create market expansion/entry support programs that are to be executed by commercial team’s post contract changes to maximize revenue and share penetration in regional accounts.
• Maintain pricing discipline in alignment with corporate strategy.
• Roll out contracts within a sales team to ensure maximum pull through.
• To work collaboratively with the Sr. Director of Strategic Accounts, RSD’s, sales team, contracts department and other cross-functional partners within Shockwave
• Quarterly business reviews with both external customers and internal SWAV partners

Requirements

• Bachelor’s degree required.
• At least 12 years top performance in medical device sales required; prior sales management experience in medical device is required.
• A minimum of 4 years’ experience in medical device Market Access is preferred; experience could include Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination of each.
• Must be proficient with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care.
• Excellent presentation skills specifically for executive and department leadership audiences.
• Excellent communication skills both written and verbal required.
• Ability to build relationships with both internal and external stakeholders.
• Ability to manage negotiations for large, complex, system wide standardization agreements.
• Great organizational and time management skills
• Experience with the RFP process
• The ability to travel extensively across the United States (estimated up to 50% of the time)

Pay Transparency:

Additional Information:

• The base pay for this position is $190,000.
• The Company maintains a highly competitive sales incentive compensation program.  Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
• This position is eligible for a car allowance through the Company’s Fleet program
• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.  
• Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)). 
• Employees are eligible for the following time off benefits:
  • Vacation – up to 120 hours per calendar year
  • Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year 
  • Holiday pay, including Floating Holidays – up to 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
  • Condolence Leave – 30 days for an immediate family member: 5 days for an extended family member
  • Caregiver Leave – 10 days
  • Volunteer Leave – 4 days
  • Military Spouse Time-Off – 80 hours
• Additional information can be found through the link below.  https://www.careers.jnj.com/employee-benefits

The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.

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 and 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 email the Employee Health Support Center  ([email protected]) or contact AskGS to be directed to your accommodation resource.

Required Skills:

Preferred Skills:

Advertising, Coaching, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Research, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Territory Management, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection

The anticipated base pay range for this position is :

$190,000

Additional Description for Pay Transparency: