Corporate Accounts Director.

Job content

Johnson & Johnson Medical Devices (JJMD) is looking to recruit a Corporate Accounts Director to be located in Quebec.

Johnson & Johnson Medical Devices (JJMD) is a lead player in MedTech sector with innovations across multiple surgical areas. Most Canadian hospitals and other healthcare facilities use JJMD innovations, to deliver unmatched patient outcomes every day.

JJMD Strategic Customer Group (SCG) drives strategic revenue growth from select range of large customers in Canada. As part of Strategic Customer Group, the Corporate Account Director (CAD) is a senior level role within the org. The Director is responsible for executing long-term corporate strategies and for accelerating cross-franchise business growth, in their region. CAD provides regional insights to leaders of JJMD Canada, to shape regional growth and investment strategies and mitigate business risks.

Position Summary

The Corporate Account Director (CAD) is responsible for establishing and strengthening trust with high-level stakeholders of local healthcare system that includes large hospitals and Group Purchasing Organizations (GPO). This role is responsible for shaping & influencing local healthcare environment, to enable faster adoption of innovation and shifting focus of public procurement on health and economic outcomes for the patients and system.

The CAD is focused on driving sales growth by leveraging external channel capabilities, identifying newer growth opportunities in the region and collaborates with business units to create strategies to lead and win.

The CAD leads and develops a team of 1-3 Strategic Account Managers.

Major Responsibilities

• Provide JJMDC leaders an understanding of provincial healthcare environment, key insights and identify major external political or public policy shifts to guide JJMDC long term strategies, regional investments, and risk mitigation steps.
• Shape and influence regional healthcare procurement to shift focus from cost-only to health and economic outcomes from JJMDC innovations. Drive agenda of innovation adoption of digital med-technologies like robotics, automation and virtual care.
• Responsible for building relationships with a broad base of external healthcare stakeholders such as hospital executives, surgical and professional associations, and other healthcare ecosystem leaders.
• Accelerate adoption of CareAdvantage solutions, to build competitive edge for JJMDC in the regional markets.
• Shape provincial procurement landscape (current and future healthcare policies, trends, and practices) to ensure sustainable competitive advantage, innovative procurement, and innovation adoption.
• Strategic account ownership and leadership; working closely with JJMDC Sales, Marketing, and Finance teams to develop and manage the achievement of business plans at top 4-6 hospitals
• Responsible for designing a comprehensive market access strategy, for innovations that lack funding (e.g., robots) in alignment with Government Affairs & Policy Director.
• Assist in the development of new business models through insight generation, financial modeling, legal alignment and relationship and negotiation with key stakeholders
• Lead JJMC cross-functional projects linked to strategic growth imperatives, major impact events, adoption of clinical and operational efficiency solutions, and new commercial growth areas like non-acute care sites.
• Represent JJMD at regional chapter of industry association, on areas of strategic focus.
• Lead and develop Strategic Customer Manager/s.
  
  

Qualifications

• Corporate Account Directors will have a minimum of 10 years of experience in sales or business development, preferably in the Medical Devices industry. Experience in market access will be an advantage.
• People leadership experience
• Successful candidates must have a deep understanding of Canadian and regional healthcare system.
  
  

Educational requirements: University degree (business or science)

Language: English & French (a must-have, with high level fluency)

Competency Profile

Business Acumen

• Ability to translate healthcare environment knowledge into effective and executable commercial strategies.
• P&L and budget management

Shaper / Implements positive Change

• Recognize and communicates the need for change, embracing non-traditional ideas and practices
• Relationship building and influencing skills (internal and external)
• Engage in constructive conflict to drive the change process
• Forge a vision of the future by clearly understanding emerging opportunities and risks

Adaptability

• Quickly adapt from one business dynamic to another to properly support all franchises business models and imperatives
• Ability to adapt approach to a vast variety of customers (hospitals, procurement, non-acute care channels etc.)

Relationship Management

• Demonstrate the ability to grow relationships over the long term
• Support commercial teams through engagement on key regional initiatives
• Experience working with cross functional teams in a matrixed environment is preferred

Masters Complexity

• Thinks analytically and acts decisively, thriving in uncertain circumstances, knowing when to act and when to wait
• Builds consensus and impacts outcomes with limited authority

Customer/Marketplace Focus

• Creates ongoing value for customers and JJMD, using customer-perceived value as a key criterion for the design and implementation of value propositions
• Focuses externally, analyzing market forces and market access dynamics to position JJMD to better capitalize on business opportunities

Skilled Negotiator

• Can negotiate skillfully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders
  
  

Other

• Strong presentation skills
• Up to 20% domestic travel
  
  

Diversity and inclusion are central elements of the shared culture across the Johnson & Johnson Family of Companies. Attracting, developing and retaining a workforce that reflects the diversity of our customers and communities is essential to our success. We are committed to providing a respectful, inclusive and accessible work environment where all employees have the opportunity to achieve their potential.

Primary Location

Canada-Quebec--

Other Locations

Canada-Ontario-Markham

Organization

Johnson & Johnson Inc. (7695)

Job Function

Strategic Planning

Requisition ID

2105976871W