AVP Strategic Accounts - Shockwave Medical (East)

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:

MedTech Sales

Job Sub Function:

Channel Sales – MedTech (Commission)

Job Category:

People Leader

All Job Posting Locations:

Atlanta, Georgia, United States, Charleston, South Carolina, United States, Charlotte, North Carolina, United States, Miami, Florida, United States of America, New York, New York, United States, Philadelphia, Pennsylvania, United States, Washington, District of Columbia, United States of America

Job Description:

Johnson & Johnson is hiring for an Area VP Strategic Accounts – Shockwave Medical to join our team located in the Eastern Region. This position covers the East Coast of the United States.

The primary function of this role will be to drive incremental business growth through the development and management of relationships with national strategic accounts within their designated area. The Area VP – Strategic Accounts leads a team of Directors, Strategic Accounts, collaborates cross-functionally with various departments, and leverages industry insights to enhance customer engagement and retention. This role requires exceptional leadership skills, strategic thinking, and a deep understanding of market dynamics to elevate the company's competitive position.

Essential Responsibilities

• Establish and nurture strong relationships with key clients, influencers, and thought leaders within the industry. 
• Develop, manage, and grow partnerships with designated strategic national accounts within their designated area.
• Articulate the complete value proposition (clinical, reimbursement, health economics, and pricing) of Shockwave Medical to designated regional accounts.
• Apply advanced working knowledge to perform complex analysis of trends and the competitive landscape to continually improve programs, processes and forecast to maximize  opportunities/growth.
• Develop actionable insights based on analyses of trends and the competitive landscape to continually improve the organization's Strategic Accounts management.
• Represent the business in high-level client meetings, negotiations and presentations
• Collaborate closely with sales AVPs, Regional Sales Directors, and their teams on designated accounts.
• Provide strategic insight and input to leadership based on knowledge of emerging trends, clinical and market needs to support company vision and long-term success. 
• Develop and implement short- and long-term strategic plans based on key customer initiatives.
• Manage and effectively lead a team of Directors and new account managers, focused on execution, growth and accountability.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Serve as liaison to marketing, sales, and other functions to create market expansion/entry support programs that are to be executed by commercial team’s post contract changes to maximize revenue and share penetration in regional accounts.
• Maintain pricing discipline in alignment with corporate strategy.
• Roll out contracts within a sales team to ensure maximum pull through.
• Work collaboratively with Sales Leaders, Marketing, Sales Operations, contracts department and other cross-functional partners.
• Quarterly business reviews with both external customers and internal SWAV partners.

Requirements

• Bachelor’s degree required.
• At least 12 years of top performance in medical device sales required; prior sales management experience in medical devices is required.
• A minimum of 7 years’ experience in medical device Market Access is preferred; experience could include Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination of each.
• Must be proficient with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care.
• Excellent presentation skills specifically for executive and depa