Description:

The Cardiovascular & Specialty Solutions (CSS) Group, part of the Medical Devices sector within Johnson & Johnson, is recruiting for a Key Account Manager aligned to Acclarent, located in Austin, Texas.

The CSS Group consists of four diverse businesses including Acclarent, Biosense Webster (BWI), Cerenovus, and Mentor. The CSS Group serves a diverse base of customers in Ear, Nose and Throat (ENT), Electrophysiology (EP), Neurovascular and Neurosurgery, Surgical and Non-Surgical Aesthetics.

Chronic sinusitis affects 3 million Americans each year and five per cent of the U.S. adult population suffers from a phenomenon referred to as Eustachian Tube Dysfunction (blocked ears / ear pain). Acclarent is dedicated to supporting otolaryngologists with minimally-invasive ENT technologies that relieve this suffering as effectively and painlessly as possible. For more than a decade Acclarent has pioneered innovative technologies, including the balloon dilation system that’s been used to treat more than one million patients.

The Key Account Manager (KAM) is responsible for implementing and driving Acclarent’s commercial strategies at Key Accounts. The KAM role can have direct supervisory responsibilities for 1 to 2 Associate Clinical Account Representatives (ACAR). The selected candidate will handle sales to improve profitable sales growth, and key leader with vision relationships, in a rapidly growing marketplace.

Key Responsibilities:

Under limited supervision, general direction, and in accordance with all applicable federal, state and local laws/regulations and Corporate Johnson & Johnson, procedures and guidelines, this position:

The Key Account Manager will lead key performance indicators including net revenues and new product introduction in key hospitals in the US.
Develop working relationships with all stakeholders in Key Accounts including health care providers, staff, lab directors, administrative leaders, etc. and develop relationships with key Acclarent internal stakeholders to use a broad range to drive business.
Provide expert clinical product and technical assistance and training to physicians and staff on the effective use of Acclarent’s disposable products and systems (e.g., The Trudi® System and appropriate software modules) during case procedures within an assigned geography, and in a manner that leads to meeting and exceeding business goals.
Educate customers on all Acclarent products to optimize effective usage by providing technical and clinical information and in-service trainings. Shares best practices to increase value for customers.
Provides current Acclarent products’ instructions for use (IFU), best practices and technical troubleshooting, as well as relevant scientific clinical literature and new product information.
This individual will develop relationships with key Acclarent internal stakeholders to use a broad range of tool to drive business and involve Key Accounts with Marketing and other programs.
This individual will develop relationships with other Acclarent Marketing and Services groups to solve problems and address Key Account complaints by connecting the customer to the proper internal resource.
This individual will be responsible for market knowledge of competitors, programs, customer trends and ensure the accounts are maintained by following ethical and legal business practices.
Drive top line sales results in line with business plan including defining and managing the monthly and annual sales objectives for all the associate personnel.
Meet and exceed sales targets for the assigned Key Account territory.
Provide accurate sales forecasts and develops and drives tactical sales plans including quotas and account objectives.
Partner with Area Director to develop appropriate commercial strategies to enhance business outcomes.
Mentor and lead (directly) the performance of the ACAR.
Implement company’s commercial, field training and product and services marketing strategies and tactics through the organization under their responsibility.
Recruit, develop and retain talent in the Key Account business unit (e.g., selection, performance management, succession planning, development planning, retention planning, etc.).
Responsible for assessment of clinical, technical, and commercial skills of their Key Account team.
Responsible for developing strong customer relationships within the specific accounts with key clinical and commercial collaborators.
Implement organizational development and change.
Build positive change and create an environment of team engagement and motivation.
Responsible for communicating business related issues or opportunities to next management level
Responsible for ensuring subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition
Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures
Performs other duties assigned as needed

Qualifications:

Education:

Bachelor’s degree required

Experience and Skills:

Required:

Minimum of 5 years of professional work experience required.
Minimum of 3 years of Sales or Marketing experience in the US medical device industry preferred OR 2 years prior Sales Management experience in the healthcare industry.
Travel requirement up to 40%

Preferred:

Experience as a Field trainer or project leadership required.
Preference for candidates currently living in the Region.
Advanced degree (e.g., MBA) preferred but not required

Other:

The Key Account Manager directly oversees approximately 1-2 Associate Clinical Account Representatives.

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.

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