Job Description
Senior Field Manager, ASC – Western US – DePuy Synthes Sales, Inc.
DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies, provides one of the most comprehensive orthopedics portfolios in the world. DePuy Synthes solutions, in specialties including joint reconstruction, trauma, craniomaxillofacial, spinal surgery and sports medicine, are designed to advance patient care while delivering clinical and economic value to health care systems worldwide. For more information, visit www.depuysynthes.com.
The ASC Senior Filed Manager is part of the DePuy Synthes Company of Johnson & Johnson. The Senior Field Manager will play a meaningful role in executing Ambulatory Surgery Center (ASC)-specific business objectives together with their platform field sales partners. The position will focus mainly on achieving ASC growth across multiple DePuy Synthes business units. Ideal candidates will reside in California, Washington, Oregon, Utah, Arizona or Nevada.
The position will focus on accelerating growth across the DPS Orthopaedic offering, including but not limited to: Total Joints (Hips/Knees/Shoulders), Trauma Extremities, Surgical Sports, Spine, technology and capital (such as navigation, automation, robotics, visualization, etc), and DPS ASC programs. As our ASC customers may also have other medical devices business needs, such as wound closure, the Senior Field Manager will help support other Johnson & Johnson Medical Device platforms where there is significant opportunity for growth. This is a field-based position that requires some overnight travel.
Key Responsibilities
The Job Responsibilities include working with local field sales management and associates to identify our top-priority ASC accounts. You will be focused on our top-priority ASC accounts ensuring strong DPS presence and relationships, as well as ongoing interactions that support the unique needs of these customers. You will collaborate with the DePuy Synthes AVP’s, RM’s and ISA’s to coordinate account support and collaborating to build and execute plans that deliver accelerated growth in the ASC Orthopaedics market. You will be meeting with influential decision makers and surgeon owners in these top ASC accounts while monitoring and adapting to changes in the market and changes in account trends. You will also be focused on top DPS priority Multi-OpCo and Multi-Capital ASC opportunities. Beyond responsibilities for top-priority ASC accounts, you will also manage a team of ASC Field Support leaders to ensure overall account focus, growth, and achievement of sales objectives in the assigned geographic area.
To Be Successful, The Ideal Candidate Will
- Meet or exceed ASC sales objectives within the assigned geographic area.
- Display the ability to properly prioritize strategic account targets, and the ability to take a focus account through the sales process from start to close.
- Sales presentation skills is required.
- Drive collaboration without direct authority across the local Field Sales teams for the DePuy Synthes Orthopaedics franchise, as well as support the ASC team and other internal and external partners, including distributor (indirect) partners.
- Demonstrate the ability to work with our Strategic Customer Group/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers.
- Create awareness of DePuy Synthes 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 geography; reinforce, educate on, and sell corporate programs; partner with the local sales team
- Assess needs at a local level, develop strategic plans and trainings that will build the rep/field skills to meet these needs
- Proactively identify knowledge gaps in geography and ensure appropriate education for FSO; work closely with ASC Marketing team to ensure appropriate transfer of knowledge on marketing materials and ASC Capabilities/programs
- Manage a team of diverse individuals to achieve overall area ASC sales objectives.
- Collaborate with peers to share best practices to increase value for customers.
- Develop and share best practices with US Field Sales colleagues and internal partners.
- Develop and grow mutually beneficial customer relationships within and beyond the ASC account, including, but not limited to physicians, nurses, clinical, and ASC administrators and staff.
- Stay current on company products, best practices, and solutions, as well as relevant literature and new product information.
- Prioritize and appropriately respond to requests in a high-stress, fast changing environment.
- Respond daily to requests by email and voicemail from customers, practitioners, and partners.
- Perform administrative work, including managing account documentation, compliance training requirements, expense reporting, and Company system input.
- Communicate business related issues or opportunities to next management level.
- Perform other duties assigned as needed.
- Demonstrated ability to deliver strong business results and demonstrates commitment to achieving stretched goals balancing long term growth opportunities with short term wins
- Ability to work in an operating room and cadaver/wet lab
- Ethics, compliance, and CREDO behaviors required
The anticipated base pay range for this position is $113,000 to $195,500.
- 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)).
- This position is eligible to participate in the Company’s long-term incentive program.
- 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
- A Bachelor’s degree required; Advanced degree is ideal
- A minimum of 7 years of relevant business experience with a consistent record of success
- Ambulatory Surgery Sales experience is preferred
- Sales management experience is preferred
- Must understand the orthopedic selling process
- Must understand the orthopedic financial buying process
- Experience working with a distributor (indirect) sales organization is preferred
- Strong customer facing and selling skills
- Able to take on complex business and people issues
- Knowledge of value-based care models and impact on customer business
- Understanding of Ambulatory Surgery Center reimbursement
- Ability to analyze highly complex, quantitative, and qualitative data
- Ambitious, and possess a high degree of intellectual curiosity
- Ability to prioritize and handle multiple tasks/projects
- Demonstrating teamwork across diverse teams and reporting structures
- Demonstrates critical thinking
- Ability to thrive in a fast-paced, changing environment
- Excellent social, communication, facilitation and presentation skills required
- Ability to travel with overnights is required
Locale & Travel
- This position may be based in the continental US and close to a major airport and will require up to 50% travel throughout the US.
- Must live within 100 miles of geography and close to a major airport (West, CA, WA, OR, UT, NV, AZ)
Johnson & Johnson is an Affirmative Action and 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, or protected veteran status and will not be discriminated against on the basis of disability.
Primary Location
NA-US-Washington
Other Locations
NA-US-Arizona, NA-US-Oregon, NA-US-Utah, NA-US-California, NA-US-Nevada
Organization
DePuy Synthes Sales, Inc. (6032)
Job Function
National Accounts
Job Qualifications
Qualifications