Jim Sharp

Trailblazer
DISC Type : DI

National Account Director - SCG at Johnson & Johnson Innovative Medicine

Grand Rapids, Michigan, United States

Overview

Jim Sharp is the National Account Director at Johnson & Johnson Innovative Medicine, bringing over 20 years of experience in managed markets. He specializes in market access and policy for federal channels, including Medicaid and the VA, with a focus on CNS, oncology, and rare diseases.

Outside of his direct role, Jim shows a strong passion for the patient impact of his work, highlighting company efforts in Alzheimers research. He also actively supports the entrepreneurial endeavors of his friends and colleagues, demonstrating a collaborative and encouraging spirit.

He is a recipient of the "Best in class account manager" award, anonymously nominated by Managed Care Organizations.

Personality Overview

Friendly But Fast

Achievement-Oriented

Assertive

A combination of speed and relationship gets the best response from them.  They are more likely to accept new and exciting technologies. They are not against taking risks and can make tough decisions when required.


Topics They Care About

Market Access Strategy
His entire career is built on developing market access strategies, especially for complex government channels like the VA, DoD, and Indian Health Services.
Federal Health Channels
He explicitly highlights deep expertise in navigating policy and securing contracts within Medicaid, the Veterans Administration, and the Department of Defense.
New Product Launches
He successfully led the launch of Caplyta, a novel antipsychotic, managing all contract negotiations during his time at Intra-Cellular Therapies.

Media Appearances

Jim has no verified media appearances

Work History

1-2026
National Account Director - SCG at Johnson & Johnson Innovative Medicine
10-2019
National Account Director Market Access and Policy | New Business Development | Product Launch at Intra-Cellular Therapies
4-2019
Director Market Access and Policy │ Award-winning Leader│ Top Performing Managed Markets Executive at Indivior
State Government Affairs │ Deep Industry and Clinical Insight │ Government Affairs at Indivior
Corporate Director of Sales │ Rapid Sales Growth │ Revenue Generation │ Business Planning at Diplomat Specialty Pharmacy

Education

Bachelor of Science - BS from Aquinas College - Grand Rapids

More Information

Social Presence :

Prographics :

Exp : 6 Location : Grand Rapids, Michigan, United States Job Level : Mid-senior Designation : National Account Director - SCG at Johnson & Johnson Innovative Medicine
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Give them control of the sales process
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't make any commitments that you might not be able to fulfill
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don’t hesitate from asking them how they truly feel about your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Jim

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Jim take some risk or not?

  • If necessary, they will be ready to take risks.

You And Jim

Personality Compatibility


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