Capital Key Account Manager

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:

Arizona (Any City), Colorado (Any City), Denver, Colorado, United States, New Mexico (Any City), Phoenix, Arizona, United States, Remote (US), Salt Lake City, Utah, United States of America, Utah (Any City)

Job Description:

Johnson & Johnson MedTech Surgery is recruiting for a Capital Key Account Manager role located in the Northeast/Upstate NY&PA 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. While specific cities and states are listed below for reference, please note that they are examples only and do not limit your application. We invite candidates from various locations to apply and encourage you to review the following cities/states where the opportunity is aligned:

Territory:

Western US - 4 Corners

- Phoenix, AZ; Denver, CO; Salt Lake City, UT

About Surgery

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 surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting!

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

Overview

As a 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. 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.

Core 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.

• Must 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

Core Capabilities

• Commercial & Financial: Value-based selling with strong ROI/TCO modeling; creative deal structuring including leasing, subscription, rental, and hybrid capex/opex models.

• Contracting & Negotiation: Leads capital negotiations with confidence, structuring compliant, customer-aligned contracts in partnership with legal, privacy, IT, and security teams.

• Stakeholder Navigation: Adapts to varied environments (ASC vs IDN), influences clinicians, supply chain, finance, IT, CFOs, and C-suite leaders.

• Technical & Clinical Fluency: Deep understanding of technical and clinical workflows, data integration, and healthcare security requirements.

• Strategic & Competitive Insight: Identifies competitive differentiation and adapts strategy based on evolving marketplace dynamics.

• Collaboration & Enablement: Mobilizes experts across KAM, RSM, clinical, service, and finance teams to accelerate deal progression.

Behavioral Traits

• 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.

Required Knowledge/Skills, Education, And Experience:

• 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.

This position is eligible for a company car through the Company’s FLEET program. 

Benefits Summary:

• Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.

• Employees may be 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.

• Employees are eligible for the following time off benefits:

  • 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

Additional information can be found through the link below!

https://www.careers.jnj.com/employee-benefits

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 & 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, external applicants please contact us via https://www.jnj.com/contact-us/careers. Internal employees 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:

The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.