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.comAs 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 FunctionMedTech SalesJob Sub FunctionCapital Sales -- MedTech (Commission)Job CategoryPeople LeaderAll Job Posting Locations:Atlanta, Georgia, United States, Charlotte, North Carolina, United States, Dallas, Texas, United States, Houston, Texas, United States of America, Miami, Florida, United States of America, Nashville, Tennessee, United States, Orlando, Florida, United States of America, Tampa, Florida, United States of AmericaJob DescriptionJohnson & 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 cities/states where the opportunity is aligned:TerritoryDallas, TX; Houston, TX; Nashville, TN; Atlanta, GA; Orlando, FL; Miami, FL; Tampa Bay, FL; Charlotte, NCAbout SurgeryFueled 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/medtechOverviewAs 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 ResponsibilitiesLeadership & Team DevelopmentHire, onboard, and develop a team of Capital Key Account Managers across the assigned geographyProvide coaching, mentorship, and performance management to elevate individual and team executionFoster a culture of accountability, collaboration, and continuous improvementCapital Strategy & ExecutionOwn and manage the area-wide capital funnel, ensuring pipeline health, deal progression, and forecast accuracyPresent comprehensive regional forecasts to senior leadership on a consistent basisDevelop and implement strategic targeting plans aligned with US Marketing and Field SalesCustomer & Market EngagementBuild strong relationships at all levels including Surgeons, Nursing, Service Line Administrators, Bio-Medical, Supply Chain, and C-suite stakeholdersUnderstand capital equipment lifecycle, budget cycles, and alternative funding pathwaysIdentify and drive new technology acquisition opportunities within flagship hospitals and IDNsDeal Structuring & NegotiationStructure and negotiate complex capital agreements including leasing, subscription, rental, and hybrid modelsLead high-level negotiations with executive stakeholders and cross-functional partners (legal, IT, finance, compliance)Cross-Functional LeadershipPartner with Strategic KAMs, Field Sales, Marketing, Clinical, and Service teams to drive deal successEnsure seamless transition from sale to installation, implementation, and adoptionEnsure team works collaboratively with cross-functional partnersProduct & Clinical ExpertiseLead advanced product, technical, and clinical demonstrationsMaintain expert-level knowledge of products, market dynamics, and competitive landscapeEnsure team maintains expert level knowledge of products and competitive landscapeCore CapabilitiesStrong leadership and people development skills, with the ability to scale high-performing teamsAdvanced commercial and financial competence, including ROI/TCO modeling and capital structuringExpertise in contracting and executive-level negotiationAbility to influence C-suite and enterprise stakeholdersDeep technical and clinical fluency in surgical environmentsStrategic problem solver with strong market awareness and competitive positioningProven ability to manage complex, long-cycle capital sales processes at scaleBehavioral TraitsExecutive presence with strong communication across financial and clinical audiencesData-driven leader with a strategic mentalityAgile and adaptable in evolving MedTech commercial modelsStrong “hunter” mentality balanced with team leadership responsibilitiesResilient in long sales cycles with disciplined executionCollaborative leader who builds and scales team capabilityRequired Knowledge, Skills, Education, And ExperienceBachelor’s degree required10+ years of capital sales experience requiredMinimum 3+ years of leadership/management experience in the capital equipment space requiredProven success in building and leading high-performing sales teamsDemonstrated ability to manage a regional capital funnel and forecasting processStrong track record of delivering ROI-driven business cases to hospitals and IDNsExperience engaging C-suite stakeholders in capital approval processesDemonstrated success structuring complex, financially optimized capital agreementsExperience leading high-impact clinical/technical demonstrationsStrong CRM rigor and experience in matrixed organizationsAbility 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 SummaryEmployees 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 yearSick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar yearHoliday pay, including Floating Holidays – up to 13 days per calendar yearWork, Personal and Family Time - up to 40 hours per calendar yearAdditional information can be found through the link below!https://www.careers.jnj.com/employee-benefitsJohnson & 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 SkillsPreferred 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 SelectionThe anticipated base pay range for this position is :$131,000.00 - $211,600.00