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ASC Market Development Manager - Florida - 2406163654WDescriptionEthicon, a member of the Johnson & Johnson Family of Companies, is currently recruiting for an Ambulatory Surgery Center (ASC) Market Development Manager , to be based in (Florida).The Ethicon franchise offers a broad range of products, platforms and technologies-including sutures, hemostasis products, surgical staplers, trocars and synthetic mesh devices-that surgeons use in a wide variety of open and minimally invasive surgical procedures, and energy based surgical devices.Ethicon, Inc. based in Raritan, New Jersey, started more than 80 years ago as a pioneer in suture development and manufacturing, helping to transform the safety and efficacy of surgery.Learn more at www.ethicon.com or follow us on Twitter! @Ethicon.Key Responsibilities:
Develop partnerships between enterprise and field sales management, marketing, SCG, offer development, and legal to implement business plan strategies and contracts to achieve/exceed ASC sales objectives within the assigned geographic area
Own and perform quarterly business reviews with the ASC customer that includes field sales partners
Own multi-platform deal strategy creation. This is a highly collaborative effort across all Ethicon platforms.
Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines
Co-develop strategic business plans that span ETH businesses, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success
Own/lead the negotiation process with the ASC customer
This role will be accountable for cross functional team collaboration across the business platforms, understanding the value of ETH products and services, and negotiating on behalf of ETH and in conjunction with the ETH FSO when appropriate
Demonstrate the ability to properly prioritize strategic account targets, and the ability to take a focus account through the sales process from start to close
Drive collaboration across the local Field Sales Teams for the Ethicon franchise, as well as partner with other internal and external partners
Demonstrate the ability to work with our SCG/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers
Work with the solutions team in strategic accounts to address customer's long-term strategic imperatives and report findings to the internal organization on potential innovative solutions
Develop the strategy and execution of contracts that utilize multiple businesses within assigned accounts
Find opportunities to capitalize on ETH capabilities and help customers optimize cost and outcomes, increase patient access, and improve efficiencies
Create awareness of ETH ASC capabilities and facilitate targeted sales conversions with the key account decision makers to drive incremental business
Use consultative selling techniques to identify potential sales opportunities within the account.
Strategically develop capabilities and training to help facilitate sales growth specific to ASC Site of Care facilities across the region; reinforce and sell corporate programs; partner with the local sales team
Assess needs at a local level, develop strategic plans and training that will build the rep/field skills to meet these needs
Own the development of administrative and C-Suite relationships within the ASC setting locally and regionally
Retain and develop relationships with external customers, including C-Suite executives and departmental heads (i.e., CEO, CFO, CDE Managers, Medical Directors, etc) to build organizational partnerships
Driving ETH product and service revenue and market share by developing specific strategies that engage the breadth of the ETH portfolio while delivering unique value to meet the account's needs
Formalize partnerships through an agreement recognized across ETH and meaningful to the account; thus, establishing a trusted strategic partnership
Partner with appropriate internal collaborators (i.e., Field Leadership and Sales, Marketing, OD, SCG) in system-wide related discussions to grow ETH revenue, drive penetration, and increase overall market share in specific ASC accounts
Understand and address the needs of the different C-Suite executives and supply chain to tailor approach and value proposition
Work with identified strategic customers to enhance the relationship with ETH and increase market share
Establish a partnership with ASC management colleagues from other portfolios to develop a coordinated approach to designated enterprise accounts
Provide leadership and subject matter expertise on the changing health care dynamics and the needs of the ASC customer(s)
Gather and share insights on the ASC environment to help shape the future of ASC customer management, engagement, and support
Manage through ambiguity and complexity to drive focus and clarity for long-term evolving ASC market development
Qualifications(Required)
Bachelor's degree in Business, Life Sciences or a related field
5 years minimum of sales related experience at Ethicon
Experience working with ASCs (building or completing an ASC strategy)
Experience in FSLDP and/or as a field sales trainer
Knowledge across Ethicon portfolio with breadth and depth across platforms
Contracting experience, and familiarity working with GPOs and deal-desks
Strong project management, communications, negotiation, and problem-solving skills
Ability to multi-task, self-motivated, ability to work independently and efficiently
Leading across end-to-end account management
Demonstrated track-record working and thinking at both strategic and tactical levels
Proven Experience with strong business insight
(Preferred)
Adaptable to working in a fast-paced startup atmosphere with a 'fail fast' approach
Experience developing and contributing to process and systems improvements
Ability to offer a unified J&J experience across ETH and DPS
Aptitude for market development and other valuable services
The anticipated base pay range for this position is $112,000 - $179,400Johnson & Johnson is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law.For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com.Johnson & Johnson values diversity and inclusion. We are committed to building diverse teams that reflect both the patients and the partners we support. We strive to create an inclusive work environment where our people feel at home and are given the space to realize their full potential. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.This job posting is anticipated to close on [1/31/2024]. The Company may however extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.Primary Location NA-US-FloridaOther Locations NA-United StatesOrganization Ethicon US, LLC (6040)Job Function Clinical Sales - Hospital/Hospital Systems (Commission)Req ID: 2406163654W
