Capital Key Account manager - East

Johnson & Johnson•Baltimore, MD

6d•Remote

About The Position

Johnson & Johnson MedTech Surgery is recruiting for a Capital Key Account Manager role located in the East US territory. This role is part of the MedTech Surgery US Key Account Management Organization. This is a field-based role available in multiple states across the United States reflective of the specified territory. The role serves as the strategic owner of end-to-end capital sales management for targeted accounts in the assigned geography. The role will be primarily responsible for identifying and targeting new accounts and competitively selling the DUALTO™ System. They will also drive capital installations through partnering with other J&J MedTech Surgery teams including Key Account Management, Field Sales and US Marketing.

Requirements

A minimum of a bachelor’s degree is required.
8+ years of proven experience is required with capital sales strongly preferred.
Required to work in a hospital, ASC setting, attending live patient cases as needed.
Proven ability to build and deliver ROI-driven business cases to hospitals and IDNs.
Experience engaging C-suite stakeholders in capital governance and approval cycles.
Demonstrated success structuring creative, financially optimized capital agreements.
Track record of leading high-impact technical/clinical demonstrations that convert to wins.
Strong CRM-driven sales management and experience operating within matrixed commercial teams.
Demonstrated learning agility and a growth mindset, actively incorporating feedback to elevate results.
Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.
The ability to travel extensively up to 75%, including overnight travel within the assigned territory is required.

Nice To Haves

Value-based selling with strong ROI/TCO modeling; creative deal structuring including leasing, subscription, rental, and hybrid capex/opex models.
Leads capital negotiations with confidence, structuring compliant, customer-aligned contracts in partnership with legal, privacy, IT, and security teams.
Adapts to varied environments (ASC vs IDN), influences clinicians, supply chain, finance, IT, CFOs, and C-suite leaders.
Deep understanding of technical and clinical workflows, data integration, and healthcare security requirements.
Identifies competitive differentiation and adapts strategy based on evolving marketplace dynamics.
Mobilizes experts across KAM, RSM, clinical, service, and finance teams to accelerate deal progression.
Executive presence with excellent financial and clinical communication.
Analytical and data-driven strategist able to tailor value stories.
Agile and transformation-minded; adapts to evolving MedTech commercial models.
Hunter mentality rooted in Credo-based, compliant selling.
Resilient and disciplined in long, complex capital sales cycles.
Collaborative leader who elevates team capability through coaching and role modeling.

Responsibilities

Partner with US Marketing and Field Sales Organization to build strategic targeting plan in aligned geography that identifies relevant customer needs, prioritizes initiatives, company investments, and establishes a clear action plan for success.
Present realistic sales forecasts to sales management on a consistent basis.
Build a strong DUALTO™ brand and relationship at the Surgeon, Nursing, Service Line Administrator, Bio-Medical and Supply Chain level within the identified flagship hospitals and health systems to best understand customer needs, energy capital fleet status, capital buying cycle, capital funding options outside of the capital budget cycle and identifying new technology acquisition processes.
Structure and negotiate capital deals including rental, subscription, bundled services, and innovative financing models.
Collaborate with strategic KAMs on enterprise accounts and Field Sales and Service teams for seamless installation and adoption.
Maintain advanced product, market, and competitive knowledge to position differentiated solutions.
Apply CRM and digital tools to ensure forecast accuracy and accelerate complex decision cycles.
Lead product, technical and clinical demonstrations to ensure eventual sales and adoption of DUALTO™.
Hand-off implementation of post sales installation, implementation and adoption protocol in collaboration with the local sales and service team to achieve the desired business objective of the deal.
Develop and maintain expert level knowledge of products and demonstrate a firm grasp of industry and market trends and develop strategies to stay ahead of the competition.
Work effectively to partner and build internal relationships across other strategic Johnson and Johnson businesses.