Group Purchasing Organisations (GPO) Account Manager (m/f/d) DePuy Synthes Germany in full or part time (80%).

Job content

Who We Are

Johnson & Johnson Medical Devices (J&J MD) is part of J&J and a world leading medical devices business with a focus on the segments surgery, orthopedics, vascular diseases and specialties. The DePuy Synthes business offers a broad range of products, platforms, and technologies - including e.g. Joint reconstruction, Trauma, Sports medicine, Spine - that are used in a wide variety of minimally invasive and open surgical procedures. DePuy Synthes business combines products and services to create value to customers. DePuy Synthes Companies of Johnson & Johnson is the largest, most comprehensive orthopedic and neurological business in the world. Our broad array of inspired, innovative and high-quality offerings helps advance the health and wellbeing of people around the world.

DePuy Synthes Germany is organized as a business unit of Johnson & Johnson Medical GmbH representing revenues of roughly EUR 350 million p.a. Based on its excellent product portfolio and its leading market positions, its continuous focus on innovations and a revised go-to-market strategy Depuy Synthes has the opportunity to grow significantly above-market in Germany in the coming years.

Group Purchasing Organisations (GPO) Account Manager (m/f/d) DePuy Synthes Germany in full or part time (80%)

The GPO Account Manager reports to the General Manager DePuy Synthes Germany and is part of DePuy Synthes Leadership Team. As central point of contact the Account Manager is accountable for Group Purchasing Organisations (GPOs) for DePuy Synthes with focus on non-clinical stakeholders. He/she closely collaborates with Business Unit Sales & Marketing Leadership in the GPO Account Teams as well as together with CommEx / Pricing and EMEA CoE.

Essential Functions

• Develop a comprehensive Account Plan in the account teams together with Business Units for the Purchasing Group(s)
• Run account team meetings and/or pulls in Business Unit related team for negotiations
• Establish an integrated account team (core/extended) across BU´s and functions involving senior leadership where needed
• Distribute BU related questions to BU´s
• Gather key facts on corporate strategy and objectives, market position, ownership structure, financial performance and strategic KPIs as well as organizational structure
• Monitor timelines of the contracts and keeps account teams informed
• Establish a stakeholder map together with Business Units including key clinical and non-clinical stakeholders, their role, level of impact, perception of and engagement with DePuy Synthes
• Develop a market analysis for the Group / Account including market environment, customers, regulatory requirements, technology trends, competition etc.
• Identify open and realizable business potentials and contractual opportunities
• Build a roadmap with defined objectives, strategies, activities and timeline / milestones for the Group
• Jointly forecast Funnel of Life with BU´s when applicable
• Identify trends in the market place with a focus on Hospital Administration and Purchasing and align J&J MD approach accordingly
• Adopt Value Selling methodology
• Build and expand relationships with key decision-makers
• Identify the Group’s purchasing strategy (centralized vs decentralized, single vs multiple suppliers etc.) and requirements (technical, commercial, service & solutions etc.)
• Map out buying process including all relevant decision-makers and decision-making bodies, e.g. expert groups
• Identify, leverage and co-ordinate Commercial and Business Unit colleagues having insight into and communication with key stakeholders
• Define needs, priorities and objectives of relevant non-clinical decision-makers and establish a regular and constructive dialogue
• Coordinates successful contract negotiations across the DePuy Synthes business
• Track DePuy Synthes top- and bottom-line performance in the Group / Account
• Analyze customer profitability and drive SGP improvements (e.g. product mix) together with pricing and BU´s
• Prepare, hold and debrief annual strategic meetings with Purchasing and other relevant stakeholders including performance analysis, key objectives, defined participants and agenda
• Collaborate with Business Unit Teams to establish customer perception of DePuy Synthes as a leading innovative partner in the marketplace
• Identify open and realizable business potentials and contractual opportunities
• Prepare negotiation strategy together with Business Unit teams (Marketing, Sales) and CommEx and Services & Solutions including approach and influencing of key decision-makers
• Prepare offers together with Business Unit representatives (Account Team), Services & Solutions and CommEx Teams
• Conduct Win/Loss-Bid analyses
• Innovate current contracting models (e.g. loss leaders, risk sharing, charge for Services)
  
  

Qualifications

• Academic degree (Business Administration) or similar education
• 5-10 years of work experience in Sales, Commercial and Marketing, preferably in the medical devices industry
• Strong business acumen and analytics
• Project management skills
• Strong negotiator
• Experience in developing successful negotiation strategies and leading account teams accordingly
• Understands principles in contracting and tendering
• Understanding of product & service portfolio across Business Units, including competitive differentiation
• Track record in building strong relationships and successful negotiations with external decision makers, particularly purchasers / hospital administrators
• Ability to build a comprehensive network of internal stakeholders across Business Units and functions in the matrix organization
• Strong project management skills
• Strong influencing skills and the ability to motivate others
• High level of self-awareness
• Courage to challenge the status quo
• Demonstrated winning mindset, energy and passion for the DePuy Synthes business
• Fluent in English
  
  

Primary Location

Germany-Schleswig Holstein-Norderstedt-

Other Locations

Europe/Middle East/Africa-Germany

Organization

Johnson&Johnson Med GmbH (7930)

Job Function

Sales

Requisition ID

2005864669W