Director of Strategic Accounts

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:

Dallas, Texas, United States, Denver, Colorado, United States

Job Description:

Johnson & Johnson is hiring for a Director of Strategic Accounts for Shockwave Medical Inc. You must be currently reside in either Dallas area, TX or Denver area, CO. We do not offer relocation.

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.

Position Overview

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 Job Functions

• 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) 

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