Associate Director, 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:

Channel Sales – MedTech (Commission)

Job Category:

Professional

All Job Posting Locations:

Jacksonville, Florida, United States of America, Remote (US)

Job Description:

About Vision

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding on the possibilities of vision treatments? Ready to join a team that’s reimagining how vision is improved? Our Vision team solves the toughest health challenges. Help combine cutting-edge insights, science, technology, and people to encourage eye care professionals and patients to proactively protect, correct and enhance healthy sight for life. Our products and services address these needs – from the pediatric to aging eye – in a patient’s lifetime.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

We are searching for the best talent for an Associate Director of Strategic Accounts supporting EssilorLuxottica. This role is remote within the continental USA, preferred residence close to an airport as the role requires up to 40% overnight travel.

Purpose: The Associate Director of Strategic Accounts, EssilorLuxottica, is a senior strategic account leadership role responsible for accelerating profitable growth, strengthening executive-level customer partnerships, and leading cross-functional collaboration across one of Johnson & Johnson Vision’s most important strategic retail relationships. This role is accountable for delivering top-line sales, bottom-line income, market share, and return on investment while shaping long-range customer strategy, managing complex business plans, and ensuring alignment across internal and external stakeholders. The Associate Director also leads the coaching and development of other Strategic Account Managers and helps build team capability, execution excellence and a high-performance culture. As a proven leader, this Associate Director must be a seasoned Sales Professional and People Leader with a strong understanding of industry and channel trends, evolving business model(s), customer needs and organizational objectives. This position must be able to conceptualize, develop, plan and execute a comprehensive business strategy that develops customer solutions across multiple channels in a rapidly changing North America/Global marketplace. Accountable for achieving monthly, quarterly and annual sales forecast. Including effectively launching new products and customizing programs. Responsible for P&L by customer, maximizing sales, marketing spends, and ROI. 

You will be responsible for:

• STRATEGY AND JOINT BUSINESS PLAN DEVELOPMENT:

o   Develop comprehensive strategic business plans for both near and long-term growth while identifying and developing customized opportunities by customer that include product, promotion and field execution

o   Ability to understand and assess existing customer business models to further develop commercial strategies

o   Leverage trends and real-time market information and develop programs to drive profitable growth

o   Provide proactive and routine insight into customer and category trends and projections

o   Develop distribution and supply chain strategies and solutions that meet customer and company objectives

o   Manage short and long-term P&L by customer to maintain profitable return on investment

o   Position and deliver economic and value-related solutions to financial decision makers within all Key Accounts

o   Partner strategically and actively with the Field Sales organization

• STRATEGIC ACCOUNT TEAM LEADERSHIP

o   Manage and coach high level sales professionals

o   Ability to drive a high performing team/culture

o   Talent development mindset with a track record of developing a diverse pipeline of successful leaders through coaching, mentoring, providing courageous feedback and being a strong role model

o   Build strong followership across team and organization by helping people understand and engage with the strategy/vision

• EXTERNAL AND INTERNAL RELATIONSHIPS

o   Influence and generate customer behaviors that align with and are mutually beneficial to both JJV and the customer goal attainment

o   Assess customer’s needs and prepare strategic plans to optimize customer satisfaction to attain JJV business goals Establish and maintain superior relationships with Key Account partners at all levels

o   Internal cross functional department and external execution and buyer alignment

• FINANCIAL AND CONTRACTING

o   Prepare and or review financial models to recommend and establish appropriate pricing and promotion investment(s) to meet customer's needs within governance guidelines

o   Coordinate with multiple functional areas such as finance, legal, sales, marketing, analytics and customer marketing as necessary

o   Create, develop, and present proposed contracts/plans to internal governance for approval.

o   Review and negotiate contract terms and recommend contract language that meets the needs and compliance standards internally and externally

o   Provide Regional contracting direction, support and training to field sales

o   Monitor and measure contract compliance including rebates and other promotional investments offered

• EXECUTION

o   Develop field execution plans for customer programs and promotions, coordinating with marketing and field resources

o   Develop and maintain account dashboards nationally, regionally and at district level

o   Demonstrated ROI for all promotional/provisional spend

o   Execute quarterly business review with customer and internal organization

o   Manage and monitor of customer incentive programs

o   Inventory management including new product launches and promotion / seasonal impact

• CORE COMPETENCIES AND KNOWLEDGE REQUIREMENTS THAT ADHERE TO THE LEADERSHIP IMPERATIVES

o   Strategic business planning and demonstrated influencing skills

o   Highly developed interpersonal / people skills

o   Coaching and Performance Management

o   Strong analytical skills while maintaining ability to think strategically

o   Strong negotiation/leveraging skills

o   Ability to understand and apply complex legal considerations

o   Adept at business planning and financial models

o   Effective in selling value proposition of JJV and its products and solutions

o   Strong presentation skills, both preparing and delivering a message

o   Ability to understand customer needs and appropriately apply appropriate solutions

o   Understand and adhere to all aspects of Health Care Compliance

Qualifications

• A minimum of a BA / BS in business related field is required, an MBA is preferred

• A minimum of 8 years of progressive sales, marketing or commercial leadership experience is required; strategic account management experience is strongly preferred
• A minimum of 4 years plus managing and leading a team of sales professionals is preferred
• Successful experience with multiple accounts or vendors in a competitive selling environment is required
• Ability to demonstrate and possess successful experience managing sales to multiple channels at a corporate level is required
• Proven experience in joint business planning, strategic account strategy, contract negotiation, and financial management is required
• Strong commercial and financial acumen, including experience with forecasting, pricing, ROI analysis, trade investment management, and business planning is required
• Demonstrated leadership competencies, including the ability to lead change, challenge the status quo, influence without authority, and build strong internal and external partnerships across multiple levels is required
• Strong analytical skills and the ability to translate customer, category, and market insights into actionable growth strategies is required
• Excellent communication, influencing, and stakeholder management skills, with the ability to represent the needs of both internal and external partners is required

This role is remote within the continental USA, preferred residence close to an airport as the role requires up to 40% overnight travel.

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

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Required Skills:

Preferred Skills:

Account Management, Channel Partner Enablement, Critical Thinking, Customer Intelligence, Data Visualization, Growth Marketing, Market Opportunity Assessment, Market Savvy, Medical Technology, Organizing, Relationship Building, Report Writing, Route to Market, Sales Channels, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection

The anticipated base pay range for this position is :

$122,000.00 - $212,750.00

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)).
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