Senior Capital Key Account Manager - Florida
About The Position
Johnson & Johnson MedTech Surgery is recruiting for a Senior Capital Key Account Manager role located in the designated 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 territory for this role is Florida Peninsula, covering areas such as Miami–Fort Lauderdale, Tampa–St. Petersburg, and Orlando. As a Senior Capital Key Account Manager, this role serves as the strategic owner of end-to-end capital sales management for targeted accounts in the assigned geography. In addition to direct selling responsibilities, this role will hire, develop, and lead Capital Key Account Managers, building a high-performing team to drive sustained capital growth across the region. This leader will oversee the area-wide capital funnel, forecasting accuracy, and execution strategy, while remaining actively engaged in complex deal structuring and enterprise-level customer relationships. The role is responsible for identifying and targeting new accounts and competitively selling the DUALTO™ System, while front line leading the Area capital team and partnering cross-functionally to drive installations and adoption.
Requirements
- Bachelor’s degree required
- 10+ years of capital sales experience required
- Minimum 3+ years of leadership/management experience in the capital equipment space required
- Proven success in building and leading high-performing sales teams
- Demonstrated ability to manage a regional capital funnel and forecasting process
- Strong track record of delivering ROI-driven business cases to hospitals and IDNs
- Experience engaging C-suite stakeholders in capital approval processes
- Demonstrated success structuring complex, financially optimized capital agreements
- Experience leading high-impact clinical/technical demonstrations
- Strong CRM rigor and experience in matrixed organizations
- Ability to work in regulated environments (ISO 13485, 21 CFR 820)
- Willingness to travel up to 75%
Nice To Haves
- Brand Positioning Strategy
- Commercial Awareness
- Commission Analysis
- Competitive Landscape Analysis
- Confidentiality
- Developing Others
- Inclusive Leadership
- Interpersonal Influence
- Leadership
- Market Opportunity Assessment
- Sales Enablement
- Sales Prospecting
- Sales Training
- Strategic Sales Planning
- Strategic Thinking
- Sustainable Procurement
- Vendor Selection
Responsibilities
- Hire, onboard, and develop a team of Capital Key Account Managers across the assigned geography
- Provide coaching, mentorship, and performance management to elevate individual and team execution
- Foster a culture of accountability, collaboration, and continuous improvement
- Own and manage the area-wide capital funnel, ensuring pipeline health, deal progression, and forecast accuracy
- Present comprehensive regional forecasts to senior leadership on a consistent basis
- Develop and implement strategic targeting plans aligned with US Marketing and Field Sales
- Build strong relationships at all levels including Surgeons, Nursing, Service Line Administrators, Bio-Medical, Supply Chain, and C-suite stakeholders
- Understand capital equipment lifecycle, budget cycles, and alternative funding pathways
- Identify and drive new technology acquisition opportunities within flagship hospitals and IDNs
- Structure and negotiate complex capital agreements including leasing, subscription, rental, and hybrid models
- Lead high-level negotiations with executive stakeholders and cross-functional partners (legal, IT, finance, compliance)
- Partner with Strategic KAMs, Field Sales, Marketing, Clinical, and Service teams to drive deal success
- Ensure seamless transition from sale to installation, implementation, and adoption
- Ensure team works collaboratively with cross-functional partners
- Lead advanced product, technical, and clinical demonstrations
- Maintain expert-level knowledge of products, market dynamics, and competitive landscape
- Ensure team maintains expert level knowledge of products and competitive landscape
Benefits
- medical
- dental
- vision
- life insurance
- short- and long-term disability
- business accident insurance
- group legal insurance
- consolidated retirement plan (pension)
- savings plan (401(k))
- long-term incentive program
- Vacation – up to 120 hours per calendar year
- Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year
- Holiday pay, including Floating Holidays – up to 13 days per calendar year
- Work, Personal and Family Time - up to 40 hours per calendar year
- company car through the Company’s FLEET program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
