J&J Family of Companies Senior Manager, Global Pricing Strategy-Orthopedics (Joints) in Raynham, Massachusetts

Global Pricing Strategy (GPS) is a newly established team responsible for the development, implementation and oversight of global pricing strategy, policies and long-term capabilities across the J&J Hospital Medical Device (JJHMD) portfolio of products with gross global sales of $21B. The group drives alignment across franchises, platforms, and regions through central-lead, cross-functional collaboration and solid foundation in research and data analytics. The members of the global team work closely with Marketing, Sales, and Finance in building value-based business cases and driving a portfolio of strategic initiatives focused on near and long-term revenue growth opportunities. Simultaneously and in collaboration with IT, HEMA, GBI, and Shared Services the group focuses on expanding existing and introducing new global capabilities across strategy, setting, getting and governance. The group owns global targets and KPIs fully aligned with the financial and strategic priorities of JJHMD.

Role Responsibility and Objective:

  • Partner with Global Strategic Marketing new product leaders (and key cross-functional and cross regional partners) to own development, alignment and socialization of new product pricing strategy for all knee and hip-related launches based on value-based pricing principles

  • Partner with Global Strategic Marketing to categorize knee and hip offerings into lifecycle stage and develop corresponding pricing strategies

  • Partner with Strategic Customer Group and Global Strategic Marketing teams to develop customer price frameworks for the knee and hips platforms aligned to market segmentation strategy, including floor prices, target prices and mandatory premiums

  • Partner with Global Strategic Marketing and regional teams to conduct regular pricing reviews to effectively organize and manage positioning and pricing across the lifecycle accounting for competitive price changes, inflation, changes in demand, sales strategy and positioning strategy.

  • Lead price tests to adjust and optimize local portfolio and life cycle pricing strategies

  • Proactively monitor pricing strategies and guidelines and work with regions to comply or develop and report on corrective actions plans to platform leadership teams

As the health care market continues to evolve there is an increased focus on reducing costs, improving outcomes, and increasing patient satisfaction. JJHMD is experiencing a dramatic shift in how the prices of our products are viewed in the market place, with significant downward pressure, price transparency, benchmarking and competition. JJHMD is committed to driving sustainable profitable growth through differentiated pricing capabilities, simplification of our pricing policies and processes and agility in addressing near-term opportunities.

Sr. Manager, Global Pricing Strategy-Orthopedics (Joints) will lead the development and implementation of consistent framework for pricing aligned to corporate vision. The individual will be the primary interface with franchise marketing teams who are managing or developing medical devices within the knee and hip platforms. The individual will lead all pricing strategy development related to pipeline and in-market medical devices within the knee and hip platforms aligned to customer value based pricing principles, marketing strategy and profit targets, yet flexible enough to accommodate local region/country market dynamics. Key responsibilities of the role include:

In addition to demonstrating high level of proficiency in the business and the customer landscape and strong cross-functional partnership and influencing skills, the ideal candidate will possess a balance of quantitative/qualitative problem-solving skills, a sharp strategic mind grounded in insights within J&J as well as the medical device industry and more broadly, excellent written and oral communications and strong focus on driving financial impact.



  • A minimum of 10 years of business experience is required

  • Experience in medical device industry is required;

  • 3 plus years in either pricing, marketing, finance or strategic planning is strongly preferred; Commercial experience in knee and/or hip platforms is strongly preferred, proven track record of working across geographies within complex business environment is also preferred.


  • Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs

  • Ability to use detailed financial analyses and high-level pattern recognition to drive performance is required

  • Ability to work well in a cross-functional, global environment and build support across a complex set of senior stakeholders

  • Ability to form strong, trust-based relationships with Regional & Local Leadership Teams and other functional stakeholders.

  • Drive to understand the full set of JJHMD product & service portfolios and offerings, strategies and business objectives

  • Ability to influence and align complex groups of stakeholders towards global while leveraging regional/local business objectives

  • Strong level of ownership and drive for meeting / exceeding expectations

  • Ability to drive rapid, but fact-based decision-making with imperfect data

  • Strong negotiation and influencing skills with significant experience in market and customer segmentation on global basis is required

  • Experience with Marketing, Sales and R&D teams across healthcare and other industries is recommended

  • Comfort working remotely with multiple lines of business on global basis

  • Domestic & International travel is required up to 40% of the time

Key Competencies/Skills/Requirements:

Business Knowledge:

  • Strong business acumen including extensive hip and/or knee platform/product/market knowledge, J&J and competition

  • Capability assessment, development and roll out including change management skills

  • Experience in business process and policy design and performance management

  • Experience in alternative business/contracting models, such as pricing software or integrated non-product solutions

Pricing Strategy:

  • Deep understanding of pricing principles including value based pricing, value estimation techniques, and conjoint methods

  • Experience in price elasticity studies, product segmentation, and lifecycle pricing decisions

  • International pricing experience, including cross border trade, currency impact, and global contracting

  • Ownership of pricing performance and alignment to R&D & commercial portfolio strategies

  • Financial/Economic Skills, fact-based and analytical

  • Experience in pricing in the medical device market


  • Listening & Assertive

  • Strong verbal skills with clear, concise written communications

  • Ability to influence senior stakeholders and productively work through conflict

Continuous Learning:

  • Feedback and Self-Awareness

  • Development Plan and Career Management

  • Benchmarking (Internal and External) and sharing best practices


  • Comfort with ambiguity and making decisions amidst uncertainty

  • Ability to lead in high pressure, time sensitive situations


  • Collaborative with all stakeholders, foster trust and partnership

  • Strong, fact-based influencing, negotiation and conflict management skills

Planning and Organization:

  • Ability to prioritize in a fast-moving, complex environment

  • Strong time management and organizational skills

Problem Solving/Decision Making:

  • Ability to disaggregate a problem in components and root causes

  • Be hypothesis-driven and drive 80/20 analysis with imperfect data

  • Sound judgment and strong pattern recognition

  • Solutions-oriented with a bias towards action

Experience and Skills

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-Somerville-

Other Locations

United States-Massachusetts-Raynham, North America-United States-Indiana-Warsaw


Ethicon Inc. (6045)

Job Function

Health Economics Mkt

Requisition ID