Function
MedTech Sales
Sub function
Key Account Management – MedTech (No Commission)
Category
Senior Manager, Key Account Management – MedTech (No Commission) (PL8)
Location
Irvine / Chandler / Flagstaff / Gilbert / Phoenix / San Diego / Minneapolis / Plymouth / Shoreview / New Brighton / Duluth / Rochester / St. Paul / St Cloud / Jackson / Tupelo / Gulfport / Philadelphia / Hattiesburg / Billings / Helena / Hastings / Kearney / Omaha / Lincoln / Incline Village - Lake Tahoe / Reno / Las Vegas / New York / Morrisville / Asheville / Greensboro / Charlotte / Durham / Greenville / Fayetteville / Winston Salem / Raleigh / Wilmington / Wilson / Cleveland / Akron / Columbus / Canton / Charleston / Columbia / Florence / Myrtle Beach / Spartanburg / Memphis / Chattanooga / Clarksville / Knoxville / Kingsport / Johnson City / Nashville / Houston / Dallas / Blacksburg / Arlington / Lynchburg / Norfolk / Williamsburg / Winchester / Virginia Beach / Alexandria / Morgantown / Wheeling / Huntington / United States of America
Date posted
Jun 09 2025
Requisition number
R-016704
Work pattern
Field-based
This job posting is anticipated to close on Jun 28 2025. We may however extend this time period, in which case the posting will remain available on www.careers.jnj.com to accept additional applications.
Description
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

JOB DESCRIPTION:

Johnson & Johnson MedTech- Electrophysiology (J&J MedTech-EP) business unit is recruiting for a Contract Director role. This position is remote and will be located in the North America region and report to the Director, US Contract Strategy.
At J&J MedTech-EP we have one goal — to ensure those with cardiac arrhythmias can live the lives they want. This means transforming the latest advancements in electrophysiology into a suite of tools that empowers physicians with a range of treatments for the best outcomes.
Quality products and approaches are achievable only through collaboration with the smartest minds in electrophysiology. For more than 30 years, we’ve been the global market leader in the science and technology of cardiac arrhythmia treatment, working with thousands of electrophysiologists to identify and develop diagnostic and treatment tools. And through onsite training, online courses, and our global education centers, we work together to set new standards every day. Learn more about J&J MedTech-EP at www.jnjmedtech.com/en-US/companies/biosensewebster

DESCRIPTION:

The Contract Director role is responsible for leading the negotiations, execution and management for pricing strategy within large health systems. This position has the responsibility to collaborate on disposable and capital contract strategies utilizing insights and analysis to maximize volume and market share growth. He or she will lead, implement and support facility, IDN, Regional GPO, and National GPO contract negotiations. This role requires close and consistent collaboration with Marketing, Legal, Finance, and Commercial Operations to drive adoption of compliant and approved contract strategies.
The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan.
The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/ performance year. Bonuses are awarded at the Company’s discretion on an individual basis.
Employees may be eligible to participate in Company employee benefit programs such as health insurance, savings plan, pension plan, disability plan, vacation pay, sick time, holiday pay, and work, personal and family time off in accordance with the terms of the applicable plans. For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits.

Major Responsibilities:

• Contract negotiation
• Support Field Sales Organization in developing account strategies to accelerate the delivery of profitable performance metrics in assigned health systems.
• Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
• Manage account performance by monitoring contract compliance and contract performance goals.
• Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
• In all aspects of the role, the following competencies will be utilized and needed:
• Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence.
• Deliver value-based solutions
• Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
• Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
• External and Internal Interaction
• Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
• Build and maintain strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions.
• Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
• Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams.

Qualifications/Experience Required:

REQUIRED EDUCATION AND EXPERIENCE:

• A minimum of a bachelor’s degree (BS/BA) is required.
• A degree in Business, Finance, Sales & Marketing is preferred.
• A minimum of 5 years of Medical Technology sales and/or contracting strategy experience required, preferably in cardiovascular and electrophysiology industry.
• Experience in sales of capital equipment, software and/or disposable medical devices required

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements
• Experience in at least one of the following: account management, contracting, marketing or sales management
• Strong analytical skills and the ability to prepare and deliver effective financial presentations is required
• Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset
• Collaborative style, ability to process multiple, complex and often conflicting inputs to build executable contract strategy
• Highly effective communication skills
• Experience managing the end-to-end contract continuum is preferred
• This position may require up to 25% domestic travel

The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/ performance year. Bonuses are awarded at the Company’s discretion on an individual basis.

• 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

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 (ra-employeehealthsup@its.jnj.com) or contact AskGS to be directed to your accommodation resource.

• Contract negotiation
• Support Field Sales Organization in developing account strategies to accelerate the delivery of profitable performance metrics in assigned health systems.
• Negotiate disposable, hardware, software, and service contracts in assigned facility, IDN, Regional GPO, and National GPO accounts.
• Manage account performance by monitoring contract compliance and contract performance goals.
• Responsible for contract management of the health system (RFPs, contract renewals, deal creation and delivery, etc.).
• In all aspects of the role, the following competencies will be utilized and needed:
• Strategic Account Planning, Business Acumen, Healthcare Ecosystem, Negotiation and Consultation as well as Executional Excellence.
• Deliver value-based solutions
• Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape as well as changes in provider needs, payer behavior and reimbursement models.
• Understand the full portfolio of J&J MedTech-EP products and offerings, strategies and business objectives.
• External and Internal Interaction
• Position requires extensive customer interaction including Electrophysiologist, EP/Cath Lab Directors/Managers and Hospital Administration.
• Build and maintain strong relationships with economic decision makers within the health system, which includes Supply Chain, Value Analysis Committees and other committees which make system-wide product decisions.
• Work collaboratively with J&J MedTech-EP Field Sales Organization to develop, implement, and maintain IDN account planning strategies.
• Provide contract education, training, and competency to aligned J&J MedTech-EP Field Sales teams