Deal Desk Manager

at J&J Family of Companies in Dover, Delaware, United States
Deal Desk Manager – ******** W
Description Johnson & Johnson MedTech Commercial Excellence, a member of Johnson & Johnson's Family of Companies, is recruiting for a Deal Desk Manager. The position will be home-office based and can be located anywhere in the United States.
At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at
As the health care market continues to evolve there is an increased focus on reducing costs, improving outcomes and increasing patient satisfaction. The med tech segment has undergone a dramatic shift in how the prices of our products are viewed in the marketplace, with significant downward pressure, price transparency, benchmarking and competition.
A Deal Manager is responsible for being the primary point of contact with Account Management or Field Sales on all aspects relating to contract development, negotiations, amendments and issue resolution and routing the requests to the appropriate partiers on behalf of the Account Manager. The Deal Desk/Offer Development is the front end of the contracting engine for the entire J&J MedTech organization and has responsibility for directing the analysts and specialists that support the development and refinement of the specific offer.
As the Deal Manager, Deal Desk/Offer Development, you will:
+ Protect the margins of the business by taking a holistic view of the levers that affect profitability (products, prices, solutions and T&Cs)
+ Lead the change in conversation from price to value, up level deal discussion to a more economic discussion (multi-dimensional)
+ Reduce the time spent by the field on writing contracts to create more time for them to focus on customers
+ Make it easier for our customers to do business with us
+ Better align the offers we submit with the needs of the customer segment and the strategies of the business
+ Work closely with the Account Management / Field Sales Organizations team to develop and shape offers from opening to closing of a deal
+ Develop the most appropriate offer (products, pricing, solutions and T&Cs) for the customer in collaboration with the field in the context of a variety of information on the customer and our business contracting strategies
+ Work with the Deal Desk/Offer Development Team (quoting, pricing, finance analysts) to deliver analytics, perspective and recommendations
+ Develop offers that support the business objectives
+ Drive performance related to contracting, pricing, margin, growth and service goals for JJMT overall and the specific lines of business
+ Collaborate with all Deal Managers to gain insights on trends and share best practices
+ Provide proactive analytics to the field to move from reactionary to proactive negotiations and offer development
+ Triage requests and prioritize workload when constrained, keeping partners apprised of realistic deliverable dates
+ Ensure all elements of the offer (products, pricing, solutions and financial T&Cs) are completed prior to the due date and Contract Management has the necessary information to execute, upload and track (clean hand-off), including the feasibility of implementing contract proposals
+ Represent specific proposals and customer facts to the CPC for deals requiring this level of approval
+ Partner with Contract Strategy/Pricing to execute newly developed contract offerings, new product launches, integration of acquisitions into our contract strategies and other initiatives and offerings
+ Develop key market insights through the customer lens and collaborate with Contract Strategy/Pricing on market-based analytics to translate trends and insights into meaningful pricing strategies or modifications as appropriate
This role will be deployed to a specific channel within JJ MedTech based on business needs and will be expected to drive successful performance across a broad range of activities. This can vary from being an advisor on strategic partnerships and pricing complex deals to developing a narrower set of options for smaller customers. In addition to demonstrating proficiency in the business and the customer landscape, you will possess a balance of quantitative/qualitative problem-solving skills, a sharp strategic mind pulled from insights within J&J as well as the medical device industry and more broadly, excellent written and oral communications, and a focus on driving financial impact.
Qualifications Qualifications
+ A minimum of a BS/BA is required. A degree in Business, Finance, Economics or Marketing is preferred. An MBA and/or an advanced degree is preferred.
+ A minimum of 5 years of experience in Contracting, Sales or related business experience is preferred.
+ MedTech experience is required.
+ Ability to use detailed financial analyses and high-level pattern recognition to drive performance is required
+ Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs
+ Ability to work well in a cross-functional environment and build support across a complex set of stakeholders
+ Ability to form strong, trust-based relationships with Account Management and Sales
+ Drive to understand the full set of JJMT products and offerings, strategies and business objectives
+ Ability to influence and align complex groups of stakeholders towards overall business objectives while understanding and respecting individual business objectives
+ Strong level of ownership and drive for meeting / exceeding expectations
+ Ability to drive rapid, but fact-based decision-making with imperfect data
+ Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives
+ Strong negotiations and influencing skills with experience supporting customer negotiations / contract development is preferred
+ Experience with sales teams, sales mindsets and customer needs in J&J businesses is preferred
+ Ability to develop talking points / supporting rationale for sales to use in negotiation with customer
+ Comfort working remotely with multiple lines of business
The anticipated base pay range for this position is $99,000 to $170,200. 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)).
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
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