Strategic Market Director – Managed Care Organizations

Responsibilities

• Establish, maintain and enhance product access through optimal formulary positions, drive sales growth by leading local market selling and pull through and optimizing price through sound negotiating strategies for the pharmaceutical products in Johnson and Johnson.
• Negotiate terms and conditions of contracts, providing access for products using clinical and economic value propositions, as well as marketing resources, to obtain favorable access.
• Navigate the complex payer marketplace and work to achieve maximum account penetration to increase scope and areas of influence within assigned National or Regional Accounts which may include health plans, state or local governments, physician medical groups or other payer organizations.
• Set appointments and present technical information in group presentations and one‑to‑one interactions with assigned accounts to further advance Johnson & J&J Innovative Medicine product status, accessibility, and use.
• Collaborate regularly with other Strategic Market Directors, National Account Directors, Region Business Directors, Division Managers and other J&J partners to ensure open lines of communication and synergistic efforts within the accounts.
• The individual will interact with Value & Evidence Scientific Engagement PSAL’s (Principal Scientific Account Leads) to utilize their expertise and support with customer accounts.
• Collaborate with Brand, Finance, Compliance, Legal, and Pricing Strategy to provide account information, serve as voice of customer and influence product decision‑making in favor of their strategies.
• Interact as appropriate with field sales management to develop local pull through strategies and ensure growth is maximized within the assigned geographies.
• Accountable to develop customer specific account strategies to capitalize on new business opportunities across all assigned product lines.
• Serve as a resource in the role of expert to all internal partners on the business models and trends of payers and as the local market expert on reimbursement and access within their assigned geographies.

Responsibilities must be carried out with strict adherence to Johnson & J&J Compliance guidelines.

Requirements

• A minimum of a bachelor’s degree is required.
• A minimum of six (6) healthcare industry experience is required.
• A minimum of three (3) years of sales, account management, marketing, contracting or related experience is required.
• The ability to understand multiple disease states, therapeutic areas, clinical and pharmacoeconomic data as it relates to the assigned product areas is required.
• Knowledge of formulary processes, contractual negotiations and implementation, and healthcare industry trends is required.
• A minimum of two (2) years of pharmaceutical, medical/surgical or device sales management experience is preferred.
• Experience working in channels such as large payers, national and regional health plans, state and local governments, PBM's, SPP's and Physician Medical Groups is preferred.
• This position requires the ability to regularly use discretion and judgment and to establish an effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives.
• This position requires travel (up to 30% domestic) based on candidate location including required meetings and training, and some overnights.
• This position is a field‑based position, covering customers in TX, IL, MT, OK, NM.

The ideal candidate will reside in one of the assigned states.

Candidates must possess a valid driver’s license issued in the United States and must successfully complete a background investigation, including a review of your driving record history.

• Tools & Technologies
• CRM systems
• data analysis tools
• presentation software
• negotiation tools
• market research tools
• sales tracking software
• accounting software
• compliance management systems
• project management tools
• communication platforms
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