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Director, Trade Channel Strategy

Johnson & Johnson

Cutting-edge science, digital technology, and new ways of thinking are improving how people are cared for around the world, and Johnson & Johnson is at the forefront.

Johnson & Johnson Health Care Systems Inc. (Strategic Customer Group-SCG) is recruiting for a Director, Trade Channel Strategy, to be based in the Titusville, NJ office location.

Johnson & Johnson Health Care Systems Inc. provides account management and customer support services to key health care customers, including Integrated Hospital Systems (IDNs)/health systems, national and regional Group Purchasing Organizations (GPOs), leading Health Plans, Pharmacy Benefit Managers (PBMs), Specialized Pharmacy Providers (SPPs) and government health care institutions (Veteran’s Administration and Department of Defense). The company also provides contract management, logistics and supply chain functions for the major Johnson & Johnson franchises.

At the Janssen Pharmaceutical Companies of Johnson & Johnson, we are working to create a world without disease. Transforming lives by finding new and better ways to prevent, intercept, treat and cure disease inspires us. We bring together the best minds and pursue the most promising science. We are Janssen. We collaborate with the world for the health of everyone in it. Learn more at www.janssen.com and follow us @JanssenGlobal.

The Director, Trade Channel Strategy role will drive the design, development, and execution of channel strategies and distribution models with multiple Janssen therapeutic areas. The overarching objectives of the role are to determine the optimal approach to deliver the Janssen products from Supply Chain distribution through various channel partners, to all key points of dispensing. This includes the design of channel specific delivery models, selection of distributors and other service providers, pharmacy or site-of-care networks, and supportive pricing and service programs within the channel.

Janssen has an evolving portfolio and is continuing to develop new strategies and solutions to support launch and post-launch products. This role would collaborate across a diverse, cross-functional network of partners including brand and supply chain leaders. In the US, the channel support spans Distribution (FLW, SD), Payer/PBMs, GPOs/Institutional/IDNs, Federal (VA/DoD), Retail / LTC Pharmacy, other emerging direct-to-patient digital platforms (e.g., Amazon) and direct-to-employer opportunities. Channel Strategies will include market sizing, partnering with Pricing Strategy on development of their pricing recommendations, modeling of patient and product journeys, competitive response planning, as well as the operational considerations for implementation and pull-through in coordination with the Brand Leads, Market Access Marketing, Account Management, Supply Chain, Trade, and other key internal stakeholders.

This role will have leadership responsibility for pre-launch efforts in the US, including designing innovative delivery models, investment decisions ahead of launch, market entry strategies, and launch preparation. Close coordination with the Legal, Regulatory, Privacy, Finance, Medical, and Compliance Leads will be required. Additionally, this role will be involved in commercial FFS planning, by partnering with appropriate personnel on design and development for current and future business.

The Director, Trade Channel Strategy will be responsible for recommending the contracting strategies required to drive channel strategy success. Contracts may include purchase arrangements, price concessions, payment terms, service contracts, distribution restrictions and other novel strategies required to support different brands. This role would also be responsible for securing required formal approvals, across Leadership, Legal, Finance and manage all related CPC recommendations, developing and socializing best practices to accentuate learnings while fostering an inclusive environment and advancing a culture of shared accountability.


  • Primary point of contact to Brand and Market Access Marketing partners relative to planning product launches and as necessary review of all conceptual models and final designs with appropriate internal SMEs
  • Collaborate with business partners within the Trade Strategy team (Account Management, Trade Operations, JOM) on the development and strategic execution of enterprise-wide distribution strategies in Wholesaler and Specialty Distribution agreements (DAs) and purchase agreements (DPAs), and appropriate changes required for each new therapy
  • In conjunction with the SCG Marketing leads and Franchise Market Access leads, assess all integrated care market opportunities as they relate to current/future opportunities for strategic analysis prior to the annual business plan modeling and Strategic Planning processes
  • In partnership with various internal and external stakeholders, design channel specific distribution models, including the selection of distributors and other service providers, pharmacy or site-of-care networks, and recommending all supportive pricing and service programs required to compliantly execute these models
  • Collaborate with Director, FFS Strategy & Program design Model Management regarding emerging issues identified in FFS Program Design strategies across all relevant Programs
  • Partner with program owners to establish and ensure performance to key supplier performance measures (KPIs)
  • Develop, update and maintain process architecture for program control documentation, in collaboration with other internal stakeholders and program owners (eg Pricing or Data requirements) in accordance with Legal, Regulatory, Health Care Compliance (HCC), Pharmacovigilance and Privacy guidance and approvals
  • Support HCC and other partners in the design of compliance audit and assessments across Programs, to include the development and pull through of oversight and monitoring plans for ongoing compliance assessments and quality related monitoring
  • Provide guidance, oversight and training to project owners to ensure compliant management of Channel Strategies
  • Partner with Finance/FMV (Fair Market Value) and other SMEs to ensure appropriate review and alignment have been obtained regarding financial terms prior to formal CPC reviews
  • Hold Brand owners accountable for their specific strategy development and adherence to established processes and procedures
  • Be the Single Point of Contact to Brand/Commercial Leads for Channel Distribution design and compliance
  • Deliver and create clear and concise communications and presentations using approaches that highlight the most pertinent information for key business partners and stakeholders and spur appropriate and timely execution
  • Interpret results of data analysis and understand business implications that are important to business partners and stakeholders
  • Plan, adjust, prioritize and execute strategies to achieve results.
  • Manage large amounts of complex and conflicting information from multiple sources and make timely and effective decisions



  • Bachelor’s Degree is required, MBA or JD preferred



  • Minimum of 8+ years in Trade, Supply Chain, Market Access, Patient Access or other business-related experience
  • Must be able to work with ambiguity while establishing structure and process standards
  • Ability to lead cross functional teams and drive consensus
  • Ability to translate business requirements for stand-up of Programs in documentation and system pull through
  • Understanding of agreement legal terms and conditions
  • Ability to present to all levels of leadership
  • Demonstration of Credo mindset
  • Excellent verbal and written communication skills
  • Ability to influence without authority at all levels, including senior leaderships, required. Ability to work with all levels in the organization and with customers.
  • Demonstrated Intellectual Curiosity; hungry to learn more about the evolving health care marketplace and how it impacts the pharmaceutical industry.
  • Demonstrated Business Acumen; understanding of the health care marketplace, the competitive position of our products, and the process by which patients gain access to our products
  • Ability to manage multiple priorities and make decisions in an ambiguous environment
  • Strategic Thinking: ability to leverage industry knowledge to anticipate and prepare for the future
  • Proven track record of working in a matrix environment.


  • Pharmaceutical experience is highly preferred.
  • Demonstrated project/capacity management skills preferred
  • People leadership skills needed to manage staff of various levels is preferred
  • Experience in contracting administration and execution, Healthcare Compliance, Finance, Audit, SOPs, and Contracting experience is preferred.

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 www.careers.jnj.com.

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.

Primary Location
United States-New Jersey-Titusville-1125 Trenton Harbourton Road
Johnson & Johnson Health Care Systems Inc. (6077)
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Director, Trade Channel Strategy

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Johnson & Johnson

Cutting-edge science, digital technology, and new ways of thinking are improving how people are cared for around the world, and Johnson & Johnson is at the forefront.

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