Client Relationship Manager managing significant client relationships in the energy sector at Allens. Leading client strategy development and enhancing client experience in a hybrid work environment.
About the role
- Senior Orthopaedic Account Manager driving orthopedic strategy and customer relationship management for J&J MedTech. Overseeing strategic partnerships and profitable revenue growth in the East Coast region.
Responsibilities
- Develop, execute, and deliver the J&J Orthopaedic strategy in conjunction with FSO, Offer Development, Commercial Operations, and SourceView partners.
- Execute strategy to deliver market-leading profitable revenue growth by winning competitive conversions, improving price performance, and protecting base business, while overseeing efficient use of limited company resources (price, inventory, and people).
- Set the standard for maximizing revenue and minimizing cost to serve across the market.
- Develop and grow customer relationships to evolve from transactional relationships into strategic partnerships that thrive off executing strategies that deliver shared value.
- Develops sustainable strategic relationships with key stakeholders at the customers within their specific market as the primary Orthopaedic point of contact.
- LEAD and DELIVER on utilizing data to create a customer approach that delivers strong business results for them, which leads to strong business results for J&J MedTech.
- LEAD and DELIVER on utilizing data to influence sales strategy in the AD’s specific market.
- CONNECT customers to the shared services resources (Contract Management, Deliver, Commercial Operations, Field Sales Network, HEMA, etc.).
- Develops the Orthopaedic market-based strategies to accelerate the delivery of profitable performance metrics (i.e. revenue growth, improved price performance, the introduction of new products & technology, managing erosion, containing inventory expenditure, etc).
- Leads a collaborative process in partnership with Field Sales leadership, to ensure the market-based strategy aligns with Orthopaedic leadership priorities and objectives.
- Manages account performance by monitoring orthopedic contract compliance and contract performance, as well as conducting routine business reviews with key customers to review the results.
- Responsible for growing in focus product categories, as well as new products as determined by the J&J Medtech Orthopaedics business plans.
- Builds and maintains strong relationships with market-based economic decision-makers, which includes Supply Chain, Value Analysis Committees, Peri-Operative Services, Service Line Leaders, etc.
- Accountable for the creation of market-based Orthopaedic contracts and pricing strategies across Orthopaedic product lines, especially Win As One overlay programs.
- Develop a thorough understanding of the full set of J&J Medtech Orthopaedics products and offerings, strategies, and business objectives, especially digital and robotics.
Requirements
- Bachelor’s Degree required; MBA Preferred.
- 10+ Years of orthopedic or health care or business experience.
- Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics, and legal and compliance requirements.
- Experience in successful customer negotiations where business objectives were met.
- Strategic thinking skills (problem-solving skills in complex negotiations).
- Experience developing strategic proposals and successfully executing negotiations.
- Deep financial acumen, with an understanding of gross profit, erosion, pricing impact, inventory management.
- 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 an executable contract strategy.
- Strong analytical skills.
- Highly effective communication skills.
- Proven ability to manage through constructive conflict.
- Ability to travel up to 25% of the time.
- Live within the specific market.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short- and long-term disability
- Business accident insurance
- Group legal insurance
- Retirement plan
- 401(k) savings plan
- 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
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