Capital Equipment Sales Manager -Spine -Nashville/Atlanta

Johnson & Johnson Innovative Medicine • Nashville, TN

1d • $114,000 - $182,850 • Onsite

About The Position

The Capital Equipment Sales Manager is a field-based role responsible for end-to-end commercialization and capital program management for DePuy Synthes Spine capital platforms, including technologies offered through current and future internal and external partnerships. Reporting to the Spine Enabling Technologies Leader, the manager develops and executes territory business plans, organizes technology demonstrations, presents equipment acquisition options, and leads capital sales through completion. The role partners with local implant clinical selling teams and Strategic Customer Group account leaders to support customer goals for implant performance-based programs.

The manager develops relationships with clinical and economic decision-makers, identifies and converts capital opportunities, and collaborates with the Program Office, Deal Desk, Finance, Strategic Customer Group, and field sales teams to shape offerings such as rentals, leases, and share shifts. The role supports clinical adoption, customer outcomes, satisfaction, and retention; maintains expert product and market knowledge; and reports complaints or technical issues according to documented procedures. The position requires extensive territory travel, including short-notice customer support, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required.

The role is with Johnson & Johnson’s Orthopaedics business, which is planned to become a standalone company operating as DePuy Synthes. Following completion of the planned separation, the successful candidate is anticipated to become a DePuy Synthes employee, subject to the transaction and applicable processes.

Requirements

• Bachelor’s degree, or 8 years of relevant professional work experience, or 8 years of military experience.
• At least 3 years of capital equipment sales, marketing, or commercialization experience.
• Valid driver’s license.
• Ability to learn and communicate technical product and clinical disease-state knowledge to surgeons and economic buyers.
• Experience working with highly complex technical systems and/or in a critical patient care setting.
• Ability to travel extensively, up to 75%, including overnight travel within the assigned territory.
• Ability to work in a hospital or ambulatory surgery center setting and attend live patient cases when required, wearing necessary protective gear such as lead aprons.
• Ability to sit or stand for extended periods and, when required, lift or move products weighing up to 60 pounds.
• Self-starter able to work autonomously and solve problems critically in high-pressure environments.
• Receptive to constructive feedback and able to collaborate effectively 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 and assigned capital equipment in partnership with the local Spine field sales organization and Strategic Customer Group leadership.
• Build relationships with clinical and economic champions, understand customer needs and capital buying cycles, and identify and convert capital sales and program opportunities in the assigned territory.
• Work with the Program Office, Deal Desk, Finance, Strategic Customer Group, and field sales organization to develop appropriate capital offerings, including rental, lease, and share-shift options, and drive implant sales growth.
• Present and negotiate capital pricing and program performance terms with customers in collaboration with Strategic Customer Group account leaders and the field sales organization.
• Support new customers in clinical adoption of select technologies.
• Work with customers to help them achieve clinical and economic goals with new technology and support customer satisfaction and retention.
• Maintain expert-level knowledge of assigned capital equipment products, understand industry trends and market conditions, and develop strategies to stay ahead of the competition.
• Complete all assigned training in a timely manner.
• Collaborate with cross-functional teams and business partners to develop and execute customer- and product-specific sales strategies and tactics.
• Report complaints and technical issues accurately and promptly in accordance with documented procedures.
• Travel to support customers with technical product or service issues, including on short notice.
• Comply with company policies and applicable laws, including HIPAA, the Sunshine Act, and guidelines concerning interactions with U.S. healthcare professionals.

Benefits

• Vacation: 120 hours per calendar year.
• Sick time: 40 hours per calendar year, with different amounts for employees residing in Colorado or Washington.
• 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 a child’s birth, adoption, or foster-care placement.
• Bereavement leave: 240 hours for an immediate family member and 40 hours for an extended family member per calendar year.
• Caregiver leave: 80 hours in a rolling 52-week period.
• Volunteer leave: 32 hours per calendar year.
• Military spouse time off: 80 hours per calendar year.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager