The Strategic Customer Group within Johnson & Johnson’s One MD is recruiting for a Senior Director, Contract Strategies and Pricing that can be located in Somerville, NJ or Raynham, MA.
Contract Strategy is responsible for the development and execution of contracting strategies for customers within the JJMD Strategic Customer Group (SCG).
Reporting directly to the Vice President, Contract Strategy & Pricing, the Senior Director of Contract Strategy will lead pricing and contracting strategy by synthesizing customer, industry and competitive insights and intelligence to guide in developing product and franchise pricing strategies. In addition, this role will oversee our customer analytics group (pricing / contracting analytics to support customer negotiations) and our CPC Gatekeeper (manages the slate, materials and minutes for CPC). The Sr. Director, Contract Strategy & Pricing is a critical new role in the MD SCG team. This role will lead the development of innovative contracting strategies informed by multiple internal and external stakeholders. In coordination with the Account Management, Deal Desk and Pricing teams this role will turn external insights into actionable strategies that help to create value across the customer continuum.
Major Responsibilities:
Work in close collaboration with Brand Marketing, Customer Marketing and Global Pricing to translate product pricing strategies into customer specific/segment/Tier pricing strategies. Create pricing matrices and other relevant metrics / guardrails into appropriate contracting frameworks
Lead the development and refinement of innovate and standard contracting strategies across JJMD, informed by the Account Management organization / changing needs of the customers.
Partner with field leadership for customer interactions on strategy deployment and negotiation support.
Oversee the Customer Analytics group aimed at preparing customer quarterly business reviews (QBRs) for DSAs and MSAs, conducting program-wide post mortem analysis to understand deal / strategy effectiveness, customer profitability, price parity and ad-hoc analysis.
Oversee the CPC governance process and policies, including the CPC gatekeeper who manages the agendas for the meetings, assists with preparing / collating materials, taking meeting minutes and ensuring appropriate stakeholders understand the outcomes and rationale of each decision.
Represent Pricing in CPC discussions regarding pricing strategies with Legal, Finance, Contracting Administration, HCS, HCC and other key stakeholders.
Closely monitor the changing customer and competitor landscape, turning insights into actionable and appropratie strategies based on customer segmentation
Develop contract structures and options by customer Tier, product category (e.g. Joints), category combinations and MD portfolio
Work closely with Customer Solutions to bring appropriate solutions to our key customers and ensure we credit for the value through contracting
Translate contract strategies to execution through partnership with Deal Desk, CM and Account Management. Refine strategies based on continuous feedback from Deal Desk, CM and Account Management and rigorous post-mortem analysis.
Develop tools and dashboards to evaluate strategy deployment and reports for senior management
Provide guidance, direction, development planning, and performance feedback on a regular basis to all team members, in accordance with HR Performance Management Process, to enable optimum team performance.
Identify and champion high potential/ high performing talent.
Expand knowledge and experience by regular engagement with key stakeholders to understand business processes, policies, strategies and evolving business trends.
Qualifications
A minimum of a BS/BA is required. A degree in Business, Economics, Finance or Marketing. An MBA is preferred.
A minimum of 12 years of Total Business experience is required
A minimum of 8 years in the Health Care industry (Medical Device, Pharma) is required
Prior experience managing direct reports is required
Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs
Ability to develop sound strategies with imperfect data
A demonstrated working knowledge of the end-to-end contract continuum (pricing/contract strategies through contract administration) is required. Customer experience/negotiations is preferred
Experience with managing a large multi-function, multi-level (matrixed) departments is required
Experience working with multiple J&J franchises and sectors is preferred
Ability to use detailed financial analyses and high-level pattern recognition to drive performance
Ability to influence others and create alignment in a multi-stakeholder environment is critical to success
Strong problem solving and issue resolution capabilities, strong program management capabilities and business case analysis skills are also required
Strong leadership, influencing skills and the ability to partner with and manage diverse teams is required. Strong communication and presentation capabilities, knowledge of J&J businesses, financial regulations, contracting and health care compliance are also required
Ability to create a vision for the organization and identify on-going synergies across the One MD organization
Ability to adapt to rapidly changing environments and ability to manage complexity is required
Ability to create highly motivated, high impact teams with clear career paths and opportunities for recognition and advancement
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