Senior Capital Key Account Manager

Johnson & Johnson Innovative Medicine • Tampa, FL

16h • Onsite

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 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 (up to 56 hours for employees in Washington State)
• 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

What This Job Offers

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