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Director, Clinical Relations & Strategic Accounts
Johnson & Johnson
United States, CA, United States
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Director, Clinical Relations & Strategic Accounts - Spine - United States - DePuy Synthes Sales, Inc.
DePuy Synthes Companies of Johnson & Johnson is searching for a Director, Clinical Relations & Strategic Accounts - Spine. Strong preference to be located in Raynham, MA (Open to being based in the field, but it will require additional travel).
DePuy Synthes Companies of Johnson & Johnson is the largest, most innovative and comprehensive orthopaedic and neurological business in the world. DePuy Synthes Companies offer an unparalleled breadth and depth of products, services and programs in the areas of joint reconstruction, trauma, spine, sports medicine, neurological, craniomaxillofacial, power tools and biomaterials. Building on the legacy and strengths of two great companies, DePuy Synthes is more agile and better equipped to meet the needs of today's evolving health care environment. With a focus on activating insights to develop innovative, comprehensive solutions, we are inspired to advance patient care in greater ways than either company could accomplish on its own.
The primary responsibilities of the Director, Clinical Relations & Strategic Accounts will be to develop and execute strategies to identify, assess, and develop new business opportunities with key customers. Director, Clinical Relations & Strategic Accounts will align all internal stakeholders to identify and engage with specific customers, especially academic hospital centers, large spine units and other accounts of strategic importance. A central aspect of the Directors strategic customer engagement plan will be strategic key account management; identifying, developing, executing and leading the DePuy Synthes Spine key account management plan. The Director will be responsible for leading and building a team of 3 Clinical Relations Senior Managers. The Director, Clinical Relations & Strategic Accounts is responsible for the World Wide Headquarter Customer Education Visits (CEVs) for Spine into the Raynham facility, the goal to drive ROI from competitive surgeon interaction and maximize overall engagement by improving sales processes and facilitating communication across the company.
Overall Responsibilities and Duties Include:
• Develop and execute strategies to identify, assess, and develop new business opportunities with strategic customers:
◦ Identify and align the organization around a short list of most strategic customers
◦ Build integrated strategic account plans for these customers
◦ Engage the wider organization around these plans and execute against them
• Collaboration across key internal stakeholders (VP Sales and Marketing, Global Strategic Marketing, AVPs, RSMs) to identify and engage key customers of interest
• Development and Execution of the Depuy Synthes Spine Customer Engagement and Key Account Management Strategic Plans
• Development and Execution of the World Wide Headquarter Customer Education Visits (CEVs) for Spine into the Raynham facility.
◦ Strategically drive ROI from competitive surgeon interaction and maximize overall engagement by improving sales processes and facilitating communication across the company.
• Serve as a liaison with the Internal Marketing, R&D, Professional Education along with DSS Leadership to optimize the HQ Surgeon Visit
• Present the DSS Corporate Overview in the absence of DSS Leadership
• Manage customer relationships with surgeons, payers and hospital employees
• Manage the internal team orchestrating worldwide customer engagements
• Follow up communication with surgeon(s) post visits
• Attend specific Key Spine Society Conferences during the course of the year, coordinating Spine Leadership engagement during these Meetings
• Provide Technical Expertise & Product Knowledge: new product experience, product portfolio and customer knowledge
Qualifications
• A minimum of a BS/BA is required; MBA is preferred
• Extensive health care or related experience required
• Minimum 10years of experience in sales or marketing in the healthcare industry is required.
• Demonstrated high level of commercial capabilities and clear cycles of success in prior commercial roles. Ability to maximize business opportunities and insights. Strong ability to innovate, collaborate and deliver results.
• Experience in strategic planning specifically of commercial sales operations/execution.
• Knowledge of and/or experience within Medical Devices, preferably Spine
• Ability to lead, inspire and influence a distributed team through a period of high change, vision and strategy setting.
• A minimum of 8 years’ experience within a clinical/surgical environment is required. Orthopedic and/or spine environment experience is preferred.
• Successful candidates must be comfortable with Spine Key Opinion Leaders
• Must be able to work in an operating room and/or cadaver lab setting
• Strong interpersonal skills, high level of attention to detail, creative problem-solving skills and the ability to work independently and autonomously is required
• Strong sense of urgency with the ability to drive tight timelines is required
• Strong presentation skills are required to introduce surgeons and present to Senior Leadership.
• Excellent people management, stakeholder management and leadership skills.
• A proven ability to execute and get results through leading others.
• Demonstrated ability to collaborate internally and develop partnerships with key business partners and customers/investigators.
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