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Director, Global Pricing Operations
Johnson & Johnson
New Brunswick, NJ, United States
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Global Pricing Strategy (GPS) is a newly established team responsible for the development, implementation and oversight of global pricing strategy, policies and long-term capabilities across the J&J Hospital Medical Device (JJHMD) portfolio of products.
The group drives alignment across franchises, platforms, and regions through central-lead, cross-functional collaboration and solid foundation in research and data analytics. The members of the global team work closely with Marketing, Sales, and Finance in building value-based business cases and driving a portfolio of strategic initiatives focused on near and long-term revenue growth opportunities. Simultaneously and in collaboration with IT, HEMA, GBI, and Shared Services the group focuses on expanding existing and introducing new global capabilities across strategy, setting, getting and governance. The group owns global targets and KPIs fully aligned with the financial and strategic priorities of JJHMD
As the health care market continues to evolve there is an increased focus on reducing costs, improving outcomes, and increasing patient satisfaction. JJHMD is experiencing a dramatic shift in how the prices of our products are viewed in the market place, with significant downward pressure, price transparency, bench marking and competition. JJHMD is committed to driving sustainable profitable growth through differentiated pricing capabilities, simplification of our pricing policies and processes and agility in addressing near-term opportunities.
Director, Pricing Operations will be the primary Pricing interface to regional and local Marketing & Sales and Finance teams in Price Books Management, Pricing Contact Compliance and New Business Models Contracting. The role will also focus on Sales Enablement Pricing tools deployment. As a core member of GPS, the role will work on enhancing existing and introducing new capabilities, strategies, policies and processes aiming at creating significant commercial value, positively impacting customer engagement, introducing innovative market approaches and driving competitive advantage for JJHMD. The role will lead strategic initiatives and projects from the GPS portfolio and will engage and co-ordinate multiple regional and local resources. They will be accountable for effective execution, stakeholder management as well as operational & financial KPIs.
Key responsibilities of the role include:
• Global service owner of Price Books Management who will design, deploy and manage a standardized process for Price Books Management (incl. Price Books updates and publication) across key markets.
• Will collaborate across Global and Regional Platform and Finance teams on developing a streamlined global process and will have full ownership of the Price Book Publication process across core markets in collaboration with local teams.
• Owner of Pricing Contract Compliance framework responsible for the design and implementation of a compliance tracking process including reporting & analytics as well as strategic contract management recommendations.
• Will collaborate with Contracting and Finance as well as Data & Analytics teams on assessing global contracting data, drafting strategic recommendations and designing platform and regional/country specific solutions.
• Will collaborate with Portfolio & Market/Customer teams on developing New Business Model Contracting solutions focused on enhanced compliance and business performance
• Global owner of Sales Enablement Pricing Tools(e.g. competitive price scapers / benchmark tools) – partner with GBI to access raw data (e.g. ECRI / DRG / Hospital PO records) and synthesize for sales enablement and account planning guidance.
In addition to demonstrating high level of proficiency in the business and the customer landscape and strong leadership influencing skills, the ideal candidates will possess a balance of quantitative/qualitative problem-solving skills, a sharp strategic mind grounded in insights, excellent written and oral communications and focus on driving financial impact.
Key Competencies/Skills:
Business Knowledge:
• Strong business acumen including extensive background in either Pricing Operations Management or Contract Management (required)
• Finance Analytics background (recommended)
• Change Management & Communication skills
• Experience in business process and policy design and Performance Management
Communications:
• Listening & Assertive
• Strong verbal skills with clear, concise written communications
• Ability to influence senior stakeholders and productively work through conflict
Continuous Learning:
• Feedback and Self-Awareness
• Development Plan and Career Management
• Benchmarking (Internal and External) and sharing best practices
Leadership
• Comfort with ambiguity and making decisions amidst uncertainty
• Ability to lead in high pressure, time sensitive situations
Partnering
• Collaborative with all stakeholders, foster trust and partnership
• Strong, fact-based influencing, negotiation and conflict management skills
Planning and Organization:
• Ability to prioritize in a fast-moving, complex environment
• Strong time management and organizational skills
Problem Solving/Decision Making:
• Ability to disaggregate a problem in components and root causes
• Be hypothesis-driven and drive 80/20 analysis with imperfect data
• Sound judgment and strong pattern recognition
• Solutions-oriented with a bias towards action
Qualifications
Education:
• Bachelors Degree required
• An advanced degree in Business, Finance, Economics or Marketing is preferred.
• An MBA and/or an advanced degree is preferred.
Experience Required:
• A minimum of 10 years of relevant business experience
• 3 pus years in either Service Process Design and Implementation and/or Change Management; proven track record of working across geographies within complex business environment.
Skills/Abilities:
• Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs
• Ability to use detailed financial analyses and high-level pattern recognition to drive performance is required
• Ability to work well in a cross-functional, global environment and build support across a complex set of senior stakeholders
• Ability to form strong, trust-based relationships with Regional & Local Leadership Teams and other functional stakeholders.
• Drive to understand the full set of JJHMD product & service portfolios and offerings, strategies and business objectives
• Ability to influence and align complex groups of stakeholders towards global while leveraging regional/local business objectives
• Strong level of ownership and drive for meeting / exceeding expectations
• Ability to drive rapid, but fact-based decision-making with imperfect data
• Strong negotiation and influencing skills with significant experience in market and customer segmentation on global basis is required
• Experience with Marketing, Sales and R&D teams across healthcare and other industries is recommended
• Comfort working remotely with multiple lines of business on global basis