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Capital Equipment Sales Manager (Spine) - Midwest Region - DePuy Synthes Sales, Inc.

Company: Johnson & Johnson
Location: Saint Louis
Posted on: January 15, 2022

Job Description:

DePuy Synthes, a member of Johnson & Johnson's Family of Companies, is recruiting for Capital Equipment Sales Manager for our Spine organization. The position is a field-based sales position located in our Midwest (which covers all or parts of Michigan, Wisconsin, Minnesota, Indiana, Illinois, Ohio, Nebraska, Missouri and Iowa). Candidates can be located ANYWHERE within the region but need to have reasonable access to an airport due to travel needs of the role.

DePuy Synthes Companies of Johnson & Johnson is the largest, most innovative and comprehensive orthopaedic and neurological business in the world. DePuy Synthes Companies offer an unparalleled breadth and depth of products, services and programs in the areas of joint reconstruction, trauma, spine, sports medicine, neurological, craniomaxillofacial, power tools and biomaterials. With a focus on activating insights to develop innovative, comprehensive solutions, we are inspired to advance patient care in greater ways than either company could accomplish on its own.

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
  • Manage regional relationship with Brainlab sales channel as well as DePuy Synthes Spine sales team
  • Influence manage both Brainlab sales and DePuy Synthes Sales teams to execute on capital sales goals and targets.
  • 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.


    • 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.

      Travel Requirements
      • Travel up to 75%.

        Primary Location

        United States-Michigan--

        Other Locations

        North America-United States-Iowa, North America-United States-Illinois, North America-United States-Indiana, North America-United States-Minnesota, North America-United States-Missouri, North America-United States-Nebraska, North America-United States-Ohio, North America-United States-Wisconsin


        DePuy Synthes Sales, Inc. (6032)

        Job Function


        Requisition ID


Keywords: Johnson & Johnson, St. Louis , Capital Equipment Sales Manager (Spine) - Midwest Region - DePuy Synthes Sales, Inc., Executive , Saint Louis, Missouri

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