Capital Key Account manager - East

About this role

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: Baltimore, Maryland, United States, Delaware (Any City), Maryland (Any City), Pennsylvania (Any City), Remote (US), Virginia (Any City), Washington, District of Columbia, United States of America

Job Description: Johnson & Johnson MedTech Surgery is recruiting for a Capital Key Account Manager role located in the East US 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: • Baltimore, MD • Philadelphia, PA • Washington, DC • Delaware • Maryland • Virginia

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

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