Director, Commercial Operations and Strategy (Irvine, CA) Johnson and Johnson, MedTech Electrophysiology

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

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Job Description:

Johnson & Johnson’s MedTech EP division is recruiting for Director, MedTech EP Commercial Operations. This position will be located in Irvine, California and may require up to 10% domestic travel.

At MedTech EP we have one goal — to ensure those with cardiac arrhythmias can live the lives they want. This means transforming the latest advancements in electrophysiology into a suite of tools that empowers physicians with a range of treatments for the best outcomes.

Quality products and approaches are achievable only through collaboration with the smartest minds in electrophysiology. For more than 30 years, we’ve been the global market leader in the science and technology of cardiac arrhythmia treatment, working with thousands of electrophysiologists to identify and develop diagnostic and treatment tools. And through onsite training, online courses and our global education centers, we work together to set new standards every day. Learn more about MedTech EP at www.biosensewebster.com.

Description:

The Director, MedTech EP Commercial Operations & Strategy plays a critical leadership role within MedTech EP US Commercial organization. This position is responsible for leading and managing the commercial operations field facing functions within MedTech EP, which includes customer support, contracting, and commercial analytics.  The Director, MedTech EP Commercial Operations & Strategy is responsible for implementing and executing commercial strategies to drive compliant growth. This role requires close and consistent collaboration with US Sales Leadership, Marketing, Legal, Human Resources, Finance, Compliance, and Supply Chain to ensure alignment of priorities as well as ensuring that the direct field selling organization has the appropriate business tools, sales analytics and compensation infrastructure to help drive and achieve business objectives in a compliant manner. 

This position is responsible for building a trusting, inclusive, collaborative, and ethical work environment that positively contributes to employee engagement and retention; and forging internal collaboration across the enterprise, proactively seeking out and using external relationships to create effective solutions aligned to business priorities. 

Key Responsibilities:

• Oversees customer support and contracting solutions:
  • Leads and develops a team providing support to the customer-facing teams in the areas of customer support, contract administration and contract performance management.
  • Manages the relationship and performance of order to cash service providers including but not limited to J&J Health Care Systems (HCS), Sterilmed, Accounts Receivables/Cash. (internal and external)
  • Responsible for the management of all facets of contracting continuum including contract administration including offer development, contract execution, and compliance. 
  • Responsible for the management of all facets of pricing administration including Contracts Pricing Committee (CPC), working with Commercial and Finance leaders on strategies.
  • Directing associates in the development and implementation of programs, initiatives, and tools that use appropriate metrics and facilitate the accomplishment of commercial sales, service, and marketing goals.
  • Partner and support the commercial marketing teams, corporate account teams, in the development and execution of commercial programs, performance management and audit management.   Coordinate with marketing and sales to ensure promotional activities and program execution are compliant and executed in a timely manner.
  • Provide expert advice and execution on key accounts re: contract strategy, contract management, and at key accounts and IDN/GPO’s.
  • When applicable, Third-party vendor management (e.g., governance, contract performance, dispute management)
  • When applicable, Inventory management (Samples management, Evaluation, etc.)
  • Compliance responsibilities include GCC, HCC and SOX compliance
  • Liaise interdepartmentally to collaboratively resolve Customer/Field Sales facing issues
  • Ensure service level agreement (SLA) targets are met or exceeded.
  • Establish and manage key performance indicators and metrics.
• Provides services and support on sales planning & analytics which includes the following:
  • Lead discussion on results on key metrics and compile national/regional/account monthly dashboards to provide objective insights to the management team to execute on action plans
  • Select and define metrics linked to the sales strategy and performance targets
  • Proactively identify opportunities for sales performance improvements which includes on-going updates to management on key strategies
  • Partner with the commercial business units to prepare and present business reviews at Sales Leadership and Key Sales Business Review Meetings
  • Develop and continuously improve sales reports that expedite the execution of key sales activities that will result in improving sales productivity. Coordination with IT, sales, and marketing.
  • Partner with the Commercial team to develop appropriate commercial strategies to maximize business outcomes.
• Provides services and support in the area of compensation and field deployment which includes the following:
  • Develop sales compensation and US field planning solutions; Monitor compensation processes for adherence to requirements and effectiveness of deployment.
  • Lead setting metrics and other reporting requirements around sales incentive programs including monthly commissions, rankings, awards, contests and other incentives.
  • Make recommendations on Sales Quota allocation based on analyses and sales trends; get input from Field Leadership to finalize sales quota.
  • Management of activities associated with the sales planning process, monthly sales/compensation results and quarterly updates to the Sr. Leadership team related to US Sales Field Performance/compensation.
  • Stay abreast of benchmark practices (participation in  surveys, Johnson and Johnson compensation group meetings, etc)
  • Proactively respond to changing customer requirements around field alignment, adjustments, and quota changes.
• Responsible for communicating business related issues or opportunities to next management level
• Responsible for organizational development and changes.
• Responsible for creating positive change and create an environment of team engagement and motivation.
• Responsible for ensuring subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition
• Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures
• Performs other duties assigned as needed

Qualifications:

Required Education and Experience:

• Bachelor’s degree in business, Finance, Sales & Marketing, Contracting or related field
• 10+ years of progressive experience in Commercial Operations, Customer Support, Contracting, Sales & Marketing or Finance Management, preferably in health care or an FDA regulated industry.
• 5+ years supervisory and team leadership experience
• Demonstrated ability to supervise associates within a fast paced sales / customer focused environment.

Required Knowledge, Skills and Abilities:

• Understanding that inclusion brings outstanding value to an organization is required.
• Innovation, challenging of the status-quo, Customer focus, and results oriented capabilities are a must.
• In addition, financial acumen, tight-knit collaboration, problem solving skills, strategy development, and strong communication skills are high-desired traits for this role.
• Knowledge of contracting business processes.
• Advanced knowledge of Excel skills and order-to-cash/enterprise systems are required. 
• Potential travel domestically of up to 10% of the time.

The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/performance year. Bonuses are awarded at the Company’s discretion on an individual basis. ·

• 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)).
• This position is eligible to participate in the Company’s long-term incentive program.
• 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 of 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.

The anticipated base pay range for this position is :

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