Capital Key Account Manager (1 of 3)

At Johnson & Johnsonwe believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented treated and curedwhere treatments are smarter and less invasive andsolutions are 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 more at

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.

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Johnson & Johnson MedTech Surgery is recruiting for multiple Capital Key Account Manager (1 of 3) roles located in the designated territory. These roles are part of the MedTech Surgery US Key Account Management Organization.

These are field-based roles available in multiple states across the United States reflective of the specified territories. 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 these opportunities are aligned:

Territories:

The business intends to hire three Capital Key Account Manager aligning to any of the territories.

About Surgery

Fueled by innovation at the intersection of biology and technology were 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 thats 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 worlds 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 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.Theywill alsodrive 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 geographythat identifies relevant customer needs prioritizes initiatives company investments and establishes a clear action plan for success.
• Build a strong DUALTO brand and relationship at the Surgeon Nursing Service Line AdministratorBio-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
• Present realistic sales forecasts to sales management on a consistent basis.
• 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 bachelors 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 Companys 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 Companys consolidated retirement plan (pension) and savings plan (401(k)).
• This position is eligible to participate in the Companys 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!

& 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 Internal employees contact AskGS to be directed to your accommodation resource.

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