Senior 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:

People Leader

All Job Posting Locations:

Illinois (Any City), Michigan (Any City), Minnesota (Any City), Ohio (Any City), Remote (US)

Job Description:

Johnson & Johnson MedTech Surgery is recruiting for a Senior Capital Key Account Manager role located in the designated 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 states where the opportunity is aligned:

Territory:

Ohio, Michigan, Illinois, Minnesota

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 Senior 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. In addition to direct selling responsibilities, this role will hire, develop, and lead Capital Key Account Managers, building a high-performing team to drive sustained capital growth across the region.

This leader will oversee the area-wide capital funnel, forecasting accuracy, and execution strategy, while remaining actively engaged in complex deal structuring and enterprise-level customer relationships. The role is responsible for identifying and targeting new accounts and competitively selling the DUALTO™ System, while front line leading the Area capital team and partnering cross-functionally to drive installations and adoption.

Core Responsibilities

Leadership & Team Development

• Hire, onboard, and develop a team of Capital Key Account Managers across the assigned geography

• Provide coaching, mentorship, and performance management to elevate individual and team execution

• Foster a culture of accountability, collaboration, and continuous improvement

Capital Strategy & Execution

• Own and manage the area-wide capital funnel, ensuring pipeline health, deal progression, and forecast accuracy

• Present comprehensive regional forecasts to senior leadership on a consistent basis

• Develop and implement strategic targeting plans aligned with US Marketing and Field Sales

Customer & Market Engagement

• Build strong relationships at all levels including Surgeons, Nursing, Service Line Administrators, Bio-Medical, Supply Chain, and C-suite stakeholders

• Understand capital equipment lifecycle, budget cycles, and alternative funding pathways

• Identify and drive new technology acquisition opportunities within flagship hospitals and IDNs

Deal Structuring & Negotiation

• Structure and negotiate complex capital agreements including leasing, subscription, rental, and hybrid models

• Lead high-level negotiations with executive stakeholders and cross-functional partners (legal, IT, finance, compliance)

Cross-Functional Leadership

• Partner with Strategic KAMs, Field Sales, Marketing, Clinical, and Service teams to drive deal success

• Ensure seamless transition from sale to installation, implementation, and adoption

• Ensure team works collaboratively with cross-functional partners

Product & Clinical Expertise

• Lead advanced product, technical, and clinical demonstrations

• Maintain expert-level knowledge of products, market dynamics, and competitive landscape

• Ensure team maintains expert level knowledge of products and competitive landscape

Core Capabilities

• Strong leadership and people development skills, with the ability to scale high-performing teams

• Advanced commercial and financial competence, including ROI/TCO modeling and capital structuring

• Expertise in contracting and executive-level negotiation

• Ability to influence C-suite and enterprise stakeholders

• Deep technical and clinical fluency in surgical environments

• Strategic problem solver with strong market awareness and competitive positioning

• Proven ability to manage complex, long-cycle capital sales processes at scale

Behavioral Traits

• Executive presence with strong communication across financial and clinical audiences

• Data-driven leader with a strategic mentality

• Agile and adaptable in evolving MedTech commercial models

• Strong “hunter” mentality balanced with team leadership responsibilities

• Resilient in long sales cycles with disciplined execution

• Collaborative leader who builds and scales team capability

Required Knowledge, Skills, Education, and Experience

• Bachelor’s degree required

• 10+ years of capital sales experience required

• Minimum 3+ years of leadership/management experience in the capital equipment space required

• Proven success in building and leading high-performing sales teams

• Demonstrated ability to manage a regional capital funnel and forecasting process

• Strong track record of delivering ROI-driven business cases to hospitals and IDNs

• Experience engaging C-suite stakeholders in capital approval processes

• Demonstrated success structuring complex, financially optimized capital agreements

• Experience leading high-impact clinical/technical demonstrations

• Strong CRM rigor and experience in matrixed organizations

• Ability to work in regulated environments (ISO 13485, 21 CFR 820)

• Willingness to travel up to 75%

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, Commercial Awareness, Commission Analysis, Competitive Landscape Analysis, Confidentiality, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Opportunity Assessment, Sales Enablement, Sales Prospecting, Sales Training, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection

The anticipated base pay range for this position is :

$131,000.00 - $211,600.00

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.