Capital Equipment Sales Manager -Spine

Johnson & Johnson Innovative Medicine•Washington, DC

1d•$114,000 - $182,850•Remote

About The Position

Johnson & Johnson is seeking multiple field-based Capital Equipment Sales Managers for its Spine business in West Coast and East Coast regions. The role is available across the United States; listed locations are examples and do not limit applications. Reporting to the Spine Enabling Technologies Leader, the Capital Equipment Sales Manager serves as the point person for end-to-end commercialization and capital program management for DePuy Synthes capital platforms in Spine, including technologies accessed through current and future internal and external partnerships. The manager develops and executes territory business plans, strategizes and delivers technology demonstrations, presents capital equipment acquisition options, and drives capital sales to completion. The role coordinates with local implant clinical selling teams and Strategic Customer Group account leaders to help customers achieve performance goals for implant performance-based programs. The position requires extensive territory travel, customer support, collaboration across commercial and operational teams, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. Johnson & Johnson has announced plans to separate its Orthopaedics business into a standalone company operating as DePuy Synthes. The planned separation is anticipated to conclude within 18 to 24 months, subject to applicable requirements and approvals; following the transaction, the employee is anticipated to become a DePuy Synthes employee.

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 information and clinical knowledge of disease states 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, including attending live patient cases as required and wearing necessary protective gear such as lead aprons.
Ability to sit or stand for extended periods and, when necessary, lift or move products weighing up to 60 pounds.
Self-starter who can work autonomously and solve problems critically in high-pressure environments.
Receptiveness to constructive feedback and ability to collaborate 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 at new and existing accounts to understand customer needs, capital buying cycles, and preferred technology acquisition methods.
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 capital offerings such as rental, lease, and share shifts, 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 field sales.
Support new customers in the clinical adoption of selected technologies.
Help customers achieve clinical and economic goals with new technology, promote satisfaction, and improve customer retention.
Maintain expert knowledge of assigned capital equipment products, understand industry trends and market conditions, and develop strategies to stay ahead of competitors.
Complete 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 on short notice to meet and support customers with technical product or service issues.
Comply with company policies and applicable laws, including HIPAA, the Sunshine Act, and guidelines governing interactions with U.S. healthcare professionals.

Benefits

Eligibility to participate in the company’s consolidated retirement plan (pension) and 401(k) savings plan, subject to plan terms.
Eligibility to participate in the long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year; 48 hours for Colorado residents and 56 hours for Washington residents.
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, or foster care of a child.
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.