Contract Director, KAM

Johnson & Johnson

. Lead negotiations, execution, and management of pricing strategy within large health systems .

Posted 9/21/2026full-timeRemote • United StatesLead💰 $131,000 - $211,600 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing pricing strategies and contract negotiations within large health systems, with a strong understanding of the U.S. healthcare market and financial acumen. Proven ability to build relationships with key stakeholders and execute account strategies that drive revenue growth.

Highest-signal resume keywords

Pricing Strategy ManagementContract NegotiationAccount ManagementFinancial AcumenHealthcare Market Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract ManagementAccount Strategy DevelopmentAnalytical SkillsSales ManagementNegotiation Skills

Soft Skills

Effective CommunicationConflict ManagementInfluencing Skills

Industry Keywords

Healthcare ComplianceRFP ManagementValue Analysis CommitteesSurgical ProductsOrthopedic ProductsCapital ProductsDigital Market KnowledgeRobotics Market Knowledge

About the role

Key responsibilities & impact

Lead negotiations, execution, and management of pricing strategy within large health systems
Coordinate with Field Sales, Key Account Management leadership, Offer Development, Pricing, Legal, Healthcare Compliance, Finance, and other internal business partners
Manage contracting, pricing, and daily management of the Ethicon portfolio with 10–12 large health system customers
Develop account strategies to accelerate revenue growth, improve price performance, and manage erosion
Monitor contract compliance and contract performance goals
Provide access within large health systems for focus product categories and new products
Build and maintain relationships with economic decision-makers, Supply Chain, Value Analysis Committees, and other system-wide product decision committees
Manage health system contracts, including RFPs, renewals, deal creation, and delivery
Co-create contract strategy and pricing across platforms, product lines, offerings, overlay programs, and business objectives
Report to the Director, Key Account Management

Requirements

What you’ll need

A minimum of a bachelor’s degree is required
7+ years of proven experience is required
Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements
Experience in account management, contracting, marketing and/or sales management
Financial acumen and understanding of gross profit, erosion, and pricing impact
Experience working in a highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset
Ability to process multiple, complex, and often conflicting inputs to build executable contract strategy
Strong analytical skills
Highly effective communication skills
Proven ability to manage through constructive conflict
Willingness to travel domestically and internationally; approximately 60% travel
Sales management experience strongly preferred
Experience developing and successfully executing customer negotiations strongly preferred
Relevant surgical, orthopedic, or capital product knowledge preferred
Understanding of the digital/robotics market preferred

Benefits

Comp & perks

Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance
Company consolidated retirement plan (pension)
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
Holiday pay, including Floating Holidays – up to 13 days per calendar year
Work, Personal and Family Time – up to 40 hours per calendar year
Company car through the Company’s FLEET program
Sales incentive compensation program
Inclusive interview accommodations