Director, Global Pricing– Robotics

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

Job Function

Market Access

Job Sub Function

Pricing

Job Category

Professional

All Job Posting Locations:

Cincinnati, Ohio, United States of America, Raritan, New Jersey, United States of America, Santa Clara, California, United States of America

Job Description

Johnson & Johnson MedTech is recruiting for a Director of Global Pricing for Robotics and Digital Solutions. The preferred location for this role is Santa Clara, CA. Some consideration may be given for this role to be based out of Raritan, NJ. or Cincinnati, OH.

About MedTech Surgery

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

The Director of Global Pricing for Robotics and Digital Solutions will support the development and execution of pricing strategy throughout the entire product lifecycle from before launch to discontinuation through “price setting” and “price getting.”

“Price setting” includes collaborating with Global Strategic Marketing (GSM), Health Economics & Market Access (HEMA), and other cross-functional partners to develop data- and research-driven pricing recommendations that drive Robotics & Digital Solutions strategies while providing value to customers and required gross profitability.

“Price getting” includes partnering with regional and country Marketing, Pricing, Sales & Contracting, Finance, etc., to aid implementation of pricing guidance.

The Pricing Director will also be accountable for measurement and reporting of related operational and financial key performance indicators and will also work on improving existing and introducing new global capabilities, strategies, policies, and processes.

Key Responsibilities

• For new product introductions, build and recommend pricing corridors (target average selling prices and floor prices) using value-based pricing methodology, clinical and economic outcomes data, primary market research, secondary market and competitor data, etc.
• Develop customized recommendations for pricing robotic systems and instrumentation across various stages of the product lifecycle from launch to discontinuation to drive the optimal portfolio mix.
• Collaborate with regional and country partners around the world to understand their unique market dynamics and assist with implementation of pricing recommendations in list prices, contracts, tenders, etc.
• Consult on which business/commercial models to use when selling products/services, including emerging business models such as capital pricing models including lease, rental and pay-per-procedure, outcomes-based models, subscription pricing models, etc.
• Measure and report key performance indicators like average selling prices, portfolio mix, profitability, etc., to identify insights and inform future strategies.
• Forecast future pricing to support both short- and long-term financial planning.
• Identify opportunities to grow gross profit via pricing.
• Identify growth opportunities by providing insights to action on opportunities for underperforming contracts
• Lead deal excellence via collaboration with internal stakeholders, consolidating and reporting on E2E deal lifecycle (in flight, win/loss, performance)
  
  

Qualifications

Education:

• Bachelor’s degree in Business, Marketing, Finance, Economics, or similar field is required. A Master of Business Administration (MBA) or similar advanced degree is preferred.
  
  

Required Skills And Experience

• Minimum of 10 years of business experience
• 5 years of experience in Pricing, Marketing, Contracting, Finance, or Strategic Planning within a highly regulated environment
• Balance of quantitative and qualitative problem-solving skills with an emphasis on data-driven and customer-focused decision-making
• Excellent written and verbal communication
• Strong business acumen and understanding of financial and economic metrics including price elasticity of demand
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements strongly preferred.
• Demonstrate proficiency in the business and customer landscape, this role will need to possess a balance of quantitative/qualitative problem-solving skills, a sharp strategic mind pulled from insights within J&J as well as the medical device industry and more broadly, excellent written and oral communications, and a focus on driving financial impact.
• Ability to collaborate and cultivate trust and partnership across functions, levels, and geographies
• Ability to influence without authority – including influencing senior leaders – and to negotiate and drive decision-making
• Comfort with ambiguity and making decisions amidst uncertainty and incomplete data
• Strong prioritization, project and time management, and organizational skills
• Strong executive presence required
  
  

Preferred Skills And Experience

• Experience in pricing-focused primary market research, including methodologies such as conjoint analysis, discrete choice modeling, Gabor-Granger pricing evaluation, and Van Westendorp pricing sensitivities
• Experience in alternative business/commercial models, such as pricing capital, software / software as a service (SaaS)
• Experience in the medical device industry and product/market knowledge of Surgery and competitor medical devices
• Experience working across multiple geographies within a complex business environment
• Experience developing and successfully building a capability to internal organization and customers, as well as in customer negotiations, strongly preferred.
• Experience with Tableau or similar data visualization programs
  
  

Other

• This role will be based out of Santa Clara, CA. and may require up to 20% travel (international and domestic)
• For candidates based out of the Bay Area, CA. the anticipated base pay range for this role is $167,000 to $289,800
• If based outside of the Bay Area, CA. the anticipated base pay range for this role is $146,000 to $251,850
  

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 (ra-employeehealthsup@its.jnj.com) or contact AskGS to be directed to your accommodation resource.