Strategic Account Director

🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $230k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

🏥 Healthcare

💊 Pharmaceuticals

🧬 Biotechnology

Healthcare • Pharmaceuticals • Biotechnology

<Johnson & Johnson> is a global healthcare company that researches, develops, manufactures and markets pharmaceuticals, medical devices and consumer health products. The company focuses on innovative medicines and therapies across oncology, immunology, neuroscience and cardiopulmonary areas, and develops MedTech solutions in cardiovascular, orthopaedics, surgery and vision. Johnson & Johnson also engages in health & wellness education, large-scale manufacturing, investor activities and global social-impact initiatives.

📋 Description

• Own account strategy, stakeholder maps, governance models, opportunity roadmaps, and commercial outcomes for a portfolio of strategically important U.S. health systems. • Serve as senior OTTAVA spokesperson, engaging stakeholders from system level to local level. • Build relationships with IDN C-suite leaders and stakeholders across strategy, finance, procurement, supply chain, capital, robotics, IT, and service lines. • Develop account-specific knowledge of capital budgeting, strategic funding, approval pathways, committee requirements, and stakeholder influence patterns. • Create multi-year account plans connecting customer priorities, local demand, robotic program strategy, capital timing, and expansion potential. • Drive multi-site and multi-robot sales and negotiations. • Lead strategic opportunities from qualification through purchase order, onboarding, utilization, and expansion. • Translate local demand into system-wide clinical, operational, strategic, and financial investment cases. • Enable capital and clinical sales teams by providing account intelligence, activating senior stakeholders, removing barriers, and aligning selling approaches. • Partner with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting on complex deals. • Manage opportunity forecasting, account documentation, executive updates, risk identification, and timely decisions. • Lead account planning across OTTAVA Capital Sales, Clinical Sales, Customer Success, Professional Education, Service, Commercial Operations, and other functions. • Conduct structured account reviews to align priorities, assign relationship owners, and track customer value, utilization, and expansion opportunities. • Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champions, account planning, introductions, and procurement access. • Coordinate with broader J&J MedTech account teams to provide a unified customer experience. • Connect post-install utilization, operational performance, customer outcomes, and quarterly business reviews to future growth. • Capture account insights and repeatable practices to strengthen OTTAVA’s strategic account model. • Lead through influence in a matrixed organization and clarify account roles, decision rights, engagements, and next actions. • Model ethical leadership, compliance, inclusion, transparency, and accountability.

🎯 Requirements

• A minimum of a bachelor’s degree is required. • A minimum of 10 years of progressive commercial experience in surgical robotics, capital equipment, healthcare, complex technology, or another highly regulated industry is required. • Demonstrated success leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations. • Experience engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives. • Knowledge of health-system capital budgeting, strategic planning, business-case development, and purchasing processes. • Ability to enable local sales teams and lead cross-functional account teams without direct authority in a matrixed environment. • Strong business and financial acumen, including account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer conversations. • Excellent executive communication, negotiation, problem-solving, and presentation skills. • Ability to travel approximately 50–70%, including overnight travel, and work in hospital and operating room environments. • Valid driver’s license and ability to meet all credentialing requirements of customer facilities. • Preferred: advanced degree in business, healthcare administration, or a related field. • Preferred: experience in capital equipment, operating room technology, or complex procedural platforms. • Preferred: experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations. • Preferred: experience leading system-wide or multi-site capital programs and building relationships across corporate and local hospital levels. • Preferred: experience launching a new platform or building a market in an early commercialization environment. • Preferred: knowledge of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success.

🏖️ Benefits

• Sales incentive compensation program • Company car or car allowance through the J&J Fleet program • Medical insurance • Dental insurance • Vision insurance • Life insurance • Short- and long-term disability insurance • Business accident insurance • Group legal insurance • Pension plan • 401(k) savings plan • Long-term incentive program • Vacation: up to 120 hours per calendar year • Sick time: up to 40 hours per calendar year; Washington State employees up to 56 hours • Holiday pay, including floating holidays: up to 13 days per calendar year • Work, Personal and Family Time: up to 40 hours per calendar year