AVP Strategic Accounts- Shockwave (West Zone)

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:

People Leader

All Job Posting Locations:

Dallas, Texas, United States, Denver, Colorado, United States, Los Angeles, California, United States of America, Phoenix, Arizona, United States, Seattle, Washington, United States of America

Job Description:

Johnson & Johnson is hiring for an AVP Strategic Accounts for Shockwave Medical Inc. located in our West Zone. You must currently reside in one of the following areas: Los Angeles, Phoenix, Denver, Dallas or Seattle. We do not offer relocation.

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 https://www.jnj.com/.

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. Ready to join a team that’s pioneering the development and commercialization of Intravascular Lithotripsy (IVL) to treat complex calcified cardiovascular disease. Our Shockwave Medical portfolio aims to establish a new standard of care for medical device treatment of atherosclerotic cardiovascular disease through its differentiated and proprietary local delivery of sonic pressure waves for the treatment of calcified plaque.

Position Overview 

The primary function of this role will be to drive incremental business growth through the development and management of relationships with national strategic accounts within their designated area. The Area VP – Strategic Accounts leads a team of Directors, Strategic Accounts, collaborates cross-functionally with various departments, and leverages industry insights to enhance customer engagement and retention. This role requires exceptional leadership skills, strategic thinking, and a deep understanding of market dynamics to elevate the company's competitive position. 

 

Essential Job Functions 

• Establish and nurture strong relationships with key clients, influencers, and thought leaders within the industry.   

• Develop, manage, and grow partnerships with designated strategic national accounts within their designated area.  

• Articulate the complete value proposition (clinical, reimbursement, health economics, and pricing) of Shockwave Medical to designated regional accounts.  

• Apply advanced working knowledge to perform complex analysis of trends and the competitive landscape to continually improve programs, processes and forecast to maximize opportunities/growth.  

• Develop actionable insights based on analyses of trends and the competitive landscape to continually improve the organization's Strategic Accounts management.  

• Represent the business in high-level client meetings, negotiations and presentations  

• Collaborate closely with sales AVPs, Regional Sales Directors, and their teams on designated accounts.  

• Provide strategic insight and input to leadership based on knowledge of emerging trends, clinical and market needs to support company vision and long-term success.    

• Develop and implement short- and long-term strategic plans based on key customer initiatives.  

• Manage and effectively lead a team of Directors and new account managers, focused on execution, growth and accountability.  

• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.  

• Serve as liaison to marketing, sales, and other functions to create market expansion/entry support programs that are to be executed by commercial team’s post contract changes to maximize revenue and share penetration in regional accounts.  

• Maintain pricing discipline in alignment with corporate strategy.  

• Roll out contracts within a sales team to ensure maximum pull through.  

• Work collaboratively with Sales Leaders, Marketing, Sales Operations, contracts department and other cross-functional partners.  

• Quarterly business reviews with both external customers and internal SWAV partners.  

 

Requirements 

• Bachelor’s degree required.  

• At least 12 years of top performance in medical device sales required; prior sales management experience in medical devices is required.  

• A minimum of 7 years’ experience in medical device Market Access is preferred; experience could include Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination of each.   

• Must be proficient with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care.  

• Excellent presentation skills specifically for executive and department leadership audiences.  

• Excellent communication skills both written and verbal required.   

• Proven track record leading, motivating, challenging and developing high performing teams, including people managers.   

• Ability to build relationships with both internal and external stakeholders.  

• Ability to manage negotiations for large, complex, system wide standardization agreements.  

• Great organizational and time management skills.  

• Proven success in managing multiple projects and priorities.  

• Experience with the RFP process.  

• The ability to travel extensively across the United States (estimated up to 50% of the time)

Pay Transparency:

Additional Information:

• The base pay range for this position is $255,000.
• The Company maintains a highly competitive sales incentive compensation program.  Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
• This position is eligible for a car allowance through the Company’s Fleet program
• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.  

• Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)). 

• Employees are eligible for the following time off benefits:
  • 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  

• Additional information can be found through the link below. https://www.careers.jnj.com/employee-benefits

The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.

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.

Required Skills:

Preferred Skills:

Account Management, Agility Jumps, Channel Partner Enablement, Critical Thinking, Customer Intelligence, Developing Others, Inclusive Leadership, Leadership, Market Expansion, Market Savvy, Medical Technology, Objectives and Key Results (OKRs), Relationship Building, Report Writing, Route to Market, Sales Channels, Strategic Sales Planning, Sustainable Procurement, Vendor Selection

The anticipated base pay range for this position is :

Additional Description for Pay Transparency: