Capital Equipment Sales Manager -Spine

Johnson & Johnson•Columbia, MA

6d•Remote

About The Position

This field-based role is responsible for the end-to-end commercialization of DePuy Synthes capital platforms in Spine. The Capital Equipment Sales Manager will develop and execute business plans, strategize and deliver technology demonstrations, present customers with capital equipment acquisition options, and drive the capital sales process to completion. This position will coordinate efforts with local implant clinical selling teams and Strategic Customer Group account leaders to ensure the customer achieves desired performance goals for implant performance-based programs. The role requires developing and maintaining expert-level knowledge on assigned capital equipment products, understanding industry trends and market conditions, and developing strategies to stay ahead of the competition. The role also involves collaborating with cross-functional teams, reporting complaints or technical issues, and being open to travel on short notice to support customers. Compliance with all company policies and applicable laws is essential.

Requirements

A minimum of a Bachelor’s degree, or 8 years of relevant professional work experience or 8 years military experience
A minimum of 3 years of capital equipment sales, marketing or commercialization experience is required.
A valid Driver’s License is required as part of the job.
Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to surgeons and economic buyers a must.
Experience working with highly complex technical systems and/or working in a critical patient care setting.
The ability to travel extensively up to 75% including overnight travel within the assigned territory a must for the role.
Required to work in a hospital, ASC setting, attending live patient cases as and when required as part of the job, and wear necessary protective gear (i.e. lead aprons).
Position requires sitting or standing for extended periods of time and may require to lift/move products up to 60 lbs.
Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.
Receptive to constructive feedback and collaborates and works well in a matrix team environment.

Nice To Haves

Brand Positioning Strategy
Brand Recognition
Commercial Awareness
Competitive Landscape Analysis
Confidentiality
Financial Reports
Interpersonal Influence
Market Opportunity Assessment
Process Improvements
Report Writing
Sales Enablement
Sales Prospecting
Strategic Sales Planning
Strategic Thinking
Sustainable Procurement
Technical Credibility
Vendor Selection

Responsibilities

Develop and execute quarterly business plans for targeted accounts for the assigned portfolio of capital equipment in partnership with local Spine field sales organization and SCG leadership.
Develop relationships with both clinical and economic champions at new and existing accounts to best understand customer needs, capital buying cycle, preferred mode of new technology acquisition.
Identify and convert capital sales and program opportunities in the assigned territory.
Work with the Program Office, Deal Desk, Finance, SCG, and field sales organization to develop appropriate capital offering (Rental, Lease, Share Shifts) and drive implant sales growth.
Present and negotiate capital pricing and program performance terms with the customer in collaboration with SCG account leaders and the field sales organization.
Support new customers in clinical adoption of select technologies.
Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer retention rate.
Develop and maintain expert level knowledge on all assigned capital equipment products and demonstrate a firm grasp of industry trends, understands market conditions, and develop strategies to stay ahead of the competition.
Complete all assigned training in timely manner.
Collaborate with cross-functional teams and critical business partners to develop and execute customer/product specific sales strategies and tactics.
Ensure timely, accurate reporting of any complaints or technical issues, following documented procedures.
Open to travel to meet and support customers with any technical product and or service related issue on short notice.
Complies with and maintains an active and ongoing commitment to compliance with all company policies and applicable federal, state and local laws, including but not limited to HIPPA, Sunshine Act and the other guidelines on interaction with US Healthcare Professionals.

Benefits

Consolidated retirement plan (pension)
Savings plan (401(k))
Long-term incentive program
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year (or 48/56 hours depending on state)
Holiday pay, including Floating Holidays –13 days per calendar year
Work, Personal and Family Time - up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year