Strategic Account Executive-Human Performance Institute

  • Company: Johnson & Johnson
  • Location: Orlando, Florida
  • Posted: November 28, 2016
  • Reference ID: 1570161128-en-us

Founded in 1992, Human Performance Institute is the leader in providing leadership and wellness training in energy management technology - a paradigm breakthrough where managing energy, not time, is the key to sustained high performance.  Through the science of performance psychology, exercise physiology, and nutrition, we provide companies with best in class programs that improve both personal and professional performance and lead to sustained healthier lifestyles.  Our primary product offering is "The Corporate Athlete" executive course.  Program content is based on the world-renowned and best-selling publications of the Human Performance Institute founders, Jim Loehr and Jack Groppel.


Human Performance Institute was acquired by Johnson & Johnson in December 2008 and is part of the newly established Wellness & Prevention business. Located in Orlando, Florida with a rapidly expanding base of 30+ employees, Human Performance Institute is poised to experience tremendous growth through extended product offerings, client roster (both national and worldwide), strategic partnerships and new business models.


The Strategic Account Executive maintains and expands relationships with strategically important targeted and large customers.  Demonstrates a strategic understanding of the customer business and provides sound and responsible customer recommendations to be viewed as a Trusted Advisor by the customer.  Assigned five to eight named customers; the Strategic Account Executive is responsible for achieving sales quota and assigned strategic account objectives.


The Strategic Account Executive represents the entire range of JJHPI DTO (Direct to Organizations) products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by JJHPI.


The Strategic Account Executive reports to the JJHPI Director of Sales.


Job Responsibilities:

  • Cultivate relationships with key personnel by communicating effectively at all customer levels including executives and C-Suite.
  • Manages the involvement of company personnel, including marketing, content, delivery, implementation, and management resources, in order to meet account performance objectives and customers’ expectations.
  • Exceed assigned sales quotas and objectives, and build new revenue through expansion and growth of business relationships with assigned customers.
  • Work with customers to understand and identify their strategic vision and objectives and align JJHPI products and services where opportunities exist.
  • Perform sales presentations to match solutions with identified needs
  • Accurately forecast quarterly and monthly sales by possessing a full understanding of customers’ specific decision-making and purchasing process.
  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
  • Penetrates assigned accounts by selling new or additional products or services to current buyers and find additional buyers within the assigned accounts, including contract negotiations and sales to implementation transition.
  • Leads all communication between the customer and the JJHPI internal teams and serve as the primary escalation point for any issues that arise.
  • Acquires and integrate thorough knowledge of the customer’s business, industry trends, and competitors to anticipate leadership development and training challenges and opportunities
  • Maintain and nurture strategic customer relationships through regular visits to ensure mutual success. Generate customer visit reports for distribution.
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

Accountabilities and Performance Measures:

  • Achieves assigned sales quota and customer objectives in designated strategic accounts.
  • Secures an understanding of customers business by reading trade publications, attending meetings, and incorporate customer and industry findings and insights into customer account plans and internal briefings.
  • Completes strategic customer account plans that meet company standards.
  • Showcase leadership qualities and strategic thinking across the competency model.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Completes required training and development objectives within assigned time frame.

Organizational Alignment:

  • Reports to the Director of Sales
  • Enlists the support of content department, marketing, SMEs, implementation resources, delivery resources, and other sales and management resources as needed.
  • Closely coordinates company senior leadership involvement with customer management.
  • Works closely with delivery and implementation to ensure customer satisfaction and problem resolution.

  • Four year college degree from an accredited institution
  • Minimum seven years of strategic account sales, business development experience in a business-to-business sales environment
  • Minimum of four years selling services in a business-to-business environment
  • Leadership Development/Training industry experience is preferred
  • Demonstrated level of comfort with consultative/solution selling approach
  • Proven history of taking initiative
  • Solid written and verbal communication skills
  • Excellent organizational and prioritization skills
  • Strong knowledge of is required and use of other opportunity tracking systems is preferred

Environmental Job Requirements and Working Conditions:

  • This position will require some travel to customer meetings

Primary Location
United States-Florida-Orlando
Other Locations
North America
J&JHlth&WellSolutions,Inc (6173)
Job Function
National Accounts

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