Manager Offer Development, Orthopedics

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

Sales Enablement

Job Sub Function

Contract Administration and Management

Job Category

Professional

All Job Posting Locations:

Raritan, New Jersey, United States of America, Raynham, Massachusetts, United States of America, Warsaw, Indiana, United States of America, West Chester, Pennsylvania, United States of America

Job Description

Johnson & Johnson, Inc. is recruiting for a Manager – Offer Development, US Orthopedics to be located in Raynham, MA, Raritan, NJ, West Chester, PA or Warsaw, IN.

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 Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

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

The Manager – Offer Development, US Orthopedics role is responsible for being the primary point of contact with Account Management or Field Sales on all aspects relating to contract development, negotiations, amendments and issue resolution and offer approval. The Offer Development team is the front end of the contracting engine for the entire JJMT SCG organization ($10B in sales annually, ~6,000 customers segmented into 4 tiers, ~40,000 product category contracts) and has responsibility for directing the analysts and specialists that support the development and refinement of the specific offer. The Offer Development team works in close collaboration with Field Sales, Account Management, Contract Strategy, Contract Administration, and other partners such as Legal, Finance, Health Care Compliance, Government Compliance, etc. to put together the most appropriate offering (products, pricing, solutions and T&Cs) for the customer. The Offer Development team aligns with customers and business partners at local market level and the role may be assigned to support customers consisting of IDNs of varying size and status which may also include Group Purchasing Organizations, Collaboratives, Government Entities, ASC’s and stand-alone Community Hospitals.

Responsibilities

• Reports to Director - Offer Development, US Orthopedics
• Partner with Global Services in managing and training analysts to support the business needs
• Collaborate with the Offer Development Director to deliver key market insights through the customer lens and utilize capital deal reporting./trends to collaborate with Contract Strategy and the commercial business to drive meaningful pricing strategies or strategy modification as appropriate
• Partner with Contract Strategy and the ODD to lead the execution of newly developed contract offerings, new product launches, integration of acquisitions into our contract strategies, other initiatives and offerings with the ODM’s and ODA’s
• Provide proactive analytics to the field to move from reactionary to proactive negotiations and deal development
• Triage requests and prioritize workload when constrained, keeping partners apprised of realistic deliverable dates
• Develop rigorous, error-proof offers and analysis, maintaining a high attention to detail, while still seeing the emerging patterns, trends and insights across offers
• Ensure appropriate work assignment and workload balancing across the Quoting Analysts which have responsibilities for all medical device businesses and provide coaching, mentoring and feedback to staff.
• Considered a strategic partner of Account Management and Field Sales leadership for assigned accounts.
• The position is a key driver of the offer development process, develops implementation strategies and provides input to risks and implications to management via the CPC (contracting, pricing committee) process for deals for assigned accounts.
• Look for opportunities to mentor and develop high performance talent and help develop overall contracting and negotiation capabilities and bench strength for the organization.
• Partner with Contract Strategy to execute newly developed contract offerings for customers, new product launches, integration of acquisitions into our contract strategies and other initiatives and offers.
• Develop key market insights in support of strategies through a national and/or regional account lens. Provide feedback to Contract Strategy to help translate trends and insights into meaningful pricing strategies or refinements.
• Better align the offers we submit with the needs of the customer segment and the strategies of the business
• The Manager – Offer Development is a solution-oriented business partner and influencer who can proactively align stakeholders with varied perspectives and incentive considerations
• Understand the full set of JJMD products and offerings, strategies, and business objectives
  
  

Qualifications

• Bachelor’s Degree required; concentration in Finance, Business, Economics, or Marketing is preferred; MBA or master’s degree preferred.
• 5 Years of business experience required. Experience in contracting, sales, finance, marketing, or related business required.
• Medical device or med tech experience required.
• Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements is preferred.
• Ability to use detailed financial analyses and high-level pattern recognition to drive performance is required
• Ability to drive rapid, but fact-based decision-making with imperfect data
• Highly effective communication skills with the ability to make the complex simple.
• Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs
• Ability to form strong, trust-based relationships with account management and sales
• Ability to influence and align complex groups of stakeholders towards overall business objectives while understanding and respecting individual business objectives
• Ability to process multiple, complex, and often ambiguous inputs to develop and present a strong business case required
• Strong negotiations and influencing skills with experience supporting customer negotiations / contract development is preferred
• Strong level of ownership and drive for meeting / exceeding expectations
• Comfort working remotely with multiple lines of business
  
  

An internal pre-identified candidate for consideration has been identified. However, all applications will be considered.

The anticipated base pay range for this position is $100,000 to $172,500

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)).

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
  
  

For additional general information on Company benefits, please go to: https://www.careers.jnj.com/employee-benefits

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.