Director, Key Account Leader; J&J MedTech Digital

Company: Disability Solutions
Location: Santa Clara
Posted on: February 5, 2025

Job Description:

Johnson & Johnson MedTech Digital is recruiting a Director, Key Account Leader, J&J MedTech Digital, within our MedTech Surgery organization. The location for this position is Santa Clara, CA. R emote work may be considered for candidates based in the US.\rAt Johnson & Johnson MedTech, we are working to solve the world's most pressing healthcare challenges through innovations at the intersection of biology and technology. We harness our deep expertise in surgery, orthopedics, vision, and interventional solutions to design healthcare solutions that are smarter, less invasive, and more personalized. The MedTech Surgery organization was recently established to combine Ethicon's market-leading surgical portfolio with the Robotics & Digital Solutions portfolio. The MedTech Surgical organization is comprised of: Wound Closure & Healing and Biosurgery, Endo Mechanical and Energy, OTTAVA (Surgical Robotics), MONARCH (Flexible Robotics), and MedTech Digital.\rThis role is for a Director on the Growth and Engagement team in MedTech Digital. The MedTech Digital Group is building digital solutions for JJMT, both standalone software and software to support our devices (e.g., Ottava, TES). This Director will serve as the account leader who will drive Polyphonic health system partnerships for MedTech Digital in North America and Latin America. The responsibilities include building and maintaining a target list of accounts that could be Polyphonic participants, working with regional commercial teams to build and expand provider relationships, and being the quarterback to take the potential health system partners from initial conversations to signed partnership agreements. The role will also include working cross functionally with the MedTech Digital Product and Partnerships teams as we shape the product to reflect what we are hearing from the health systems and how we can best address their needs.\rThe person who serves in this role will need to be able to manage complexity, represent J&J to C-Suite stakeholders at hospitals, have commercial/sales skill sets, work with senior stakeholders across J&J, and execute with precision in a cross-functional way. The role requires an understanding of digital solutions in healthcare and experience in commercializing or selling software to healthcare providers.Key activities:For North America and Latin America, work with J&J country organizations to maintain up-to-date list of target customers based on criteria identified

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• Segmentation of customers based on established criteria
• Maintain airtable/CRM of customer information, including account key stakeholders, mapping of relationships to that account, cloud coverage, J&J history, etc.
• Keep target account information updated, including adding news, touchpoints by other stakeholders, key innovation initiatives\rDrive accounts from prospecting to close, project managing all relevant functional and regional stakeholders to get to contract signature
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  • Continuously identify and nurture warm leads to qualify the account
  • Be the voice of MTD in clarifying the value proposition of Polyphonic for customer, leading the customer presentations and demos
  • Manage the process of moving customer through sales funnel, ensuring that process is followed and checkpoints achieved for each stage of the sales process
  • Project manage functional involvement (eg Legal, Privacy) and regional involvement (SCM, digital regional team) for each account as it progresses\rBuild and manage stakeholder list of key external customers and influencers in region and develop deep relationships
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    • Nurture relationships with key decision makers and opinion leaders in the space
    • Explore potential partners and liaise with Partnerships lead to surface high potentials
    • Be the eyes and ears of customer needs and trends in region, feeding back information to G&E and product leaders\rRepresent the voice of the NAM/LatAm customers in cross-functional discussions, helping to shape our customer-facing materials and product roadmap
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      • Support Marketing team to develop customer-facing materials and demos, providing a view on what resonates
      • Participate in Product-led conversations on roadmap and features that would be most valuable to our customers\rBuild and maintain process for sales funnel, both in Early Access Program as well as Commercial phases
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        • As we learn through the Beta process, continuously document and improve the process by which we move customers through the funnel to contract signature
        • Set up self-sustaining processes which are needed, eg compliant HCC payments
        • Support setup and updating of CRM/Airtable systems
        • Support evolution of MSAs and Contract frameworks needed as Polyphonic develops\r\r

Keywords: Disability Solutions, Concord , Director, Key Account Leader; J&J MedTech Digital, Executive , Santa Clara, California