Capital Equipment Sales Manager -Spine

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world.  We provide an inclusive work environment where each person is considered as an individual.  At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Capital Sales -- MedTech (Commission)

Job Category:

Professional

All Job Posting Locations:

Raynham, Massachusetts, United States of America, Remote (US), Tennessee (Any City), Texas (Any City), Washington, District of Columbia, United States of America

Job Description:

About Orthopaedics

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems.

Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

We are searching for the best talent for Capital Equipment Sales Manager, Spine- we are hiring multiple openings - across various locations in West Coast and East Coast regions.

This is a field-based role available in the United States. While specific cities are listed in the Locations section for reference, please note that they are examples only and do not limit your application.

Purpose:

Reporting to the Spine Enabling Technologies Leader, the Capital Equipment Sales Manager will serve as the point person for end-to-end commercialization. This will include sales and capital program management for all DePuy Synthes capital platforms in Spine, including technologies accessed through internal and external, current and future partnerships. The Capital Equipment Sales Manager will be primarily responsible for developing and executing business plans for assigned territories, strategizing and delivering technology demonstrations, presenting customers with various capital equipment acquisition options, and driving the capital sales process to completion. This position will coordinate efforts with local implant clinical selling teams and Strategic Customer Group account leaders to ensure the customer achieves the desired performance goals for implant performance-based programs.

Position duties & responsibilities:

• Develop and execute quarterly business plans for targeted accounts for the assigned portfolio of capital equipment in partnership with local Spine field sales organization and SCG leadership.

• Develop relationships with both clinical and economic champions at new and existing accounts to best understand customer needs, capital buying cycle, preferred mode of new technology acquisition. Identify and convert capital sales and program opportunities in the assigned territory.

• Work with the Program Office, Deal Desk, Finance, SCG, and field sales organization to develop appropriate capital offering (Rental, Lease, Share Shifts) and drive implant sales growth.

• Present and negotiate capital pricing and program performance terms with the customer in collaboration with SCG account leaders and the field sales organization.

• Support new customers in clinical adoption of select technologies.

• Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer retention rate.

• Must develop and maintain expert level knowledge on all assigned capital equipment products and demonstrate a firm grasp of industry trends, understands market conditions, and develop strategies to stay ahead of the competition. Complete all assigned training in timely manner.

• Collaborate with cross-functional teams and critical business partners to develop and execute customer/product specific sales strategies and tactics.

• Ensure timely, accurate reporting of any complaints or technical issues, following documented procedures.

• Open to travel to meet and support customers with any technical product and or service related issue on short notice.

• Complies with and maintains an active and ongoing commitment to compliance with all company policies and applicable federal, state and local laws, including but not limited to HIPPA, Sunshine Act and the other guidelines on interaction with US Healthcare Professionals.

Qualifications / Requirements:

• A minimum of a Bachelor’s degree, or 8 years of relevant professional work experience or 8 years military experience

• A minimum of 3 years of capital equipment sales, marketing or commercialization experience is required.

• A valid Driver’s License is required as part of the job.

• Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to surgeons and economic buyers a must. Experience working with highly complex technical systems and/or working in a critical patient care setting.

• The ability to travel extensively up to 75% including overnight travel within the assigned territory a must for the role.

• Required to work in a hospital, ASC setting, attending live patient cases as and when required as part of the job, and wear necessary protective gear (i.e. lead aprons).

• Position requires sitting or standing for extended periods of time and may require to lift/move products up to 60 lbs.

• Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.

• Receptive to constructive feedback and collaborates and works well in a matrix team environment.

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.

Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes. 

 

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. 

Johnson and Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please email the Employee Health Support Center  ([email protected]) or contact AskGS to be directed to your accommodation resource.

Required Skills:

Preferred Skills:

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

The anticipated base pay range for this position is :

$114,000.00 - $182,850.00

Additional Description for Pay Transparency:

Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
This position is eligible to participate in the Company’s long-term incentive program.
Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
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/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits