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J&J Family of Companies Director Strategic Accounts - Retail/GPO - Johnson & Johnson Health Care Systems Inc. in United States

Director Strategic Accounts - Retail/GPO - Johnson & Johnson Health Care Systems Inc.

Johnson & Johnson Health Care Systems Inc. Strategic Customer Group is recruiting for a Director Strategic Accounts – Retail/GPO

Janssen Pharmaceuticals, Inc., a pharmaceutical company of Johnson & Johnson, provides medicines for an array of health concerns in several therapeutic areas. Our goal is to help people live healthy lives. We have produced and marketed many first-in-class prescription medications and are poised to serve the broad needs of the healthcare market - from patients to practitioners, from clinics to hospitals. For more about Janssen Pharmaceuticals, Inc., one of the Pharmaceutical Companies of Johnson & Johnson, visit

Johnson & Johnson Health Care Systems Inc. (JJHCS) provides contracting, supply chain, business services, and strategic solutions to customers and commercial intermediaries of U.S.-based Johnson & Johnson companies, including hospital systems, health plans, distributors, wholesalers, purchasing organizations, government payer programs, and government healthcare institutions in the U.S. JJHCS also engages with customers to provide streamlined supply chain services for our products that seamlessly integrate with customer operations, address shared evolving market challenges to value-based care, and develop innovative solutions that improve patient care and access.

Johnson & Johnson Health Care Systems’ Strategic Customer Group has created a commercial team deployed against the nation’s largest, most influential GPOs/Retail Pharmacies/Payors/PBMs/Health Systems. The goal is to align Janssen’s capabilities towards these top customers to ensure patient access for our portfolio of products currently and in the future while supporting and partnering for better health care for the patients we serve. The below job description applies to the Director Strategic Accounts (DSA), Retail/GPO

Key Areas of Responsibility:

  • Positions Janssen brands to achieve optimal formulary access and profitability within assigned accounts; act as the Therapeutic Area lead for one or more Janssen Pharma franchises

  • Maintains a current to 2-year time horizon focus

  • Compliantly negotiates for optimal products access by leveraging clinical and economic value propositions; closely tracks return on contract; holds customer accountable to mutual agreements

  • Cultivates and maintains the breadth and depth of strategic relationships with key customer stakeholders and provides appropriate, value-added programs that support stakeholders’ strategic plans and deepens overall Janssen/customer relationship

  • Seeks innovative opportunities beyond access positions (i.e. regional affiliate collaborations, market level pull-through, ancillary businesses of the account, etc.) by applying a broad understanding of J&J to make win-win solutions while balancing strategic choices.

  • Successfully works with and through others by developing an understanding of mutual perspectives to create a positive and productive work environment (Viewed as “most valued partner” internally/externally)

  • Focuses on personal and professional development to expand skill sets; demonstrates expanding leadership

  • Key Internal Audience: Contracting Directors, Pricing Directors, Strategic Market Directors, Brand Manager / Directors, Franchise Key Account Managers

  • Reports to IBG Field Director, GPO/Retail


  • Business Insight and Planning: Leverages knowledge of J&J and Janssen portfolios, products, services, therapeutic areas, and brand economic value; collects the communicates VOC insight, including providing recommendations for pursuing opportunities in full alignment with the organizational overcall commercial strategy.

  • Analytics and Insight: Utilizes customized analytical strategies to analyze and interpret appropriate business, marketing, and financial metrics to develop insights that inform fact-based decision making.

  • Contracting: Utilizes an understanding of the contracting process and associated regulatory, legal, and compliance factors to monitor the execution of contracts and ensure that agreements aligned with customer/brand strategy.

  • Healthcare Ecosystem: Maintains a comprehensive understanding of local, Regional, and National dynamics that directly and indirectly impact accounts.

  • Consultative Stakeholder Management: Collaborates and educates on customer’s model with internal stakeholders to develop mutually beneficial plans of action.

  • Change Leadership: Supports continuous improvement and change initiatives; analyzes complex information, works through obstacles, and effectively responds to ambiguity, change, and challenges in an agile and positive manner.

  • Prioritization of Resources & Investment: Managed the implementation and execution of multiple complex projects by quickly prioritizing changing and competing demands, engaging in contingency planning, and anticipating and overcoming obstacles



  • Bachelor’s Degree required; advanced degree or MBA preferred

  • 6 or more years of pharmaceutical or healthcare industry experience required

  • 3 or more years of Large/Integrated account management experience is required

  • 2 or more years of people management experience is preferred

  • Experience working with Group Purchasing Organizations is preferred

  • Experience with vaccines in the retail channel preferred

  • This position is field-based and requires up to 70% travel

    At Johnson & Johnson, we’re on a mission to change the trajectory of health for humanity. That starts by creating the world’s healthiest workforce. Through cutting-edge programs and policies, we empower the physical, mental, emotional, and financial health of our employees and the ones they love. As such, candidates offered employment must show proof of COVID-19 vaccination or secure an approved accommodation prior to the commencement of employment to support the well-being of our employees, their families and the communities in which we live and work.

    For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit

Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law.

Primary Location

United States---


Johnson & Johnson Health Care Systems Inc. (6077)

Job Function


Requisition ID