Capital Equipment Sales Manager, Spine

Johnson & Johnson Innovative Medicine•Raynham, VT

1d•Remote

About The Position

This role is for a Capital Equipment Sales Manager, Spine, within the Northeast Atlantic Region, reporting to the Spine Enabling Technologies Leader. The position involves the end-to-end commercialization of DePuy Synthes capital platforms in Spine, including sales and capital program management. The manager will be responsible for developing and executing business plans, strategizing and delivering technology demonstrations, presenting acquisition options to customers, and managing the capital sales process. The role also requires coordination with local implant clinical selling teams and Strategic Customer Group account leaders to ensure customer performance goals are met. It is noted that Johnson & Johnson plans to separate its Orthopaedics business to establish a standalone company, DePuy Synthes, with the anticipated completion within 18 to 24 months. Employees in this role would likely become employees of DePuy Synthes following the transaction.

Requirements

A minimum of a Bachelor’s degree, or 8 years of relevant professional work experience or 8 years military experience
Clinical Spine experience 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.
Manage regional relationship with Brainlab sales channel as well as DePuy Synthes Spine sales team.
Influence and manage both Brainlab sales and DePuy Synthes Sales teams to execute on capital sales goals and targets.
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

Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
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
Employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
This position is eligible to participate in the Company’s long-term incentive program.