Capital Key Account manager - East

Johnson & Johnson MedTech Surgery is recruiting for a Capital Key Account Manager role located in the East US territory. This field-based position is available in multiple states, including but not limited to: Baltimore, MD; Philadelphia, PA; Washington, DC; Delaware; Maryland; Virginia; and remote opportunities within the US.

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. This role offers the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals worldwide, helping treat prevalent conditions such as obesity, cardiovascular disease, and cancer.

Overview

As a Capital Key Account Manager, you will serve as the strategic owner of end-to-end capital sales management for targeted accounts in the assigned geography. The role focuses on identifying and targeting new accounts, competitively selling the DUALTO™ System, and driving capital installations through collaboration with other J&J MedTech Surgery teams, including Key Account Management, Field Sales, and US Marketing.

Responsibilities

• Partner with US Marketing and Field Sales Organization to build a strategic targeting plan that identifies customer needs, prioritizes initiatives, and establishes a clear action plan for success.
• Present realistic sales forecasts to sales management on a consistent basis.
• Build strong DUALTO™ brand relationships at the Surgeon, Nursing, Service Line Administrator, Bio-Medical, and Supply Chain levels within flagship hospitals and health systems to understand customer needs, capital fleet status, buying cycles, funding options, and new technology acquisition processes.
• Structure and negotiate capital deals, including rental, subscription, bundled services, and innovative financing models.
• Collaborate with strategic Key Account Managers (KAMs), 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 drive sales and adoption of DUALTO™.
• Hand off post-sales installation, implementation, and adoption protocols in collaboration with local sales and service teams to achieve business objectives.
• Develop and maintain expert-level knowledge of products, industry trends, and competitive strategies.
• Build internal relationships across other strategic Johnson & 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: Lead capital negotiations with confidence, structuring compliant, customer-aligned contracts in partnership with legal, privacy, IT, and security teams.
• Stakeholder Navigation: Adapt to varied environments (ASC vs IDN) and influence 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: Identify competitive differentiation and adapt strategy based on evolving marketplace dynamics.
• Collaboration & Enablement: Mobilize 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.

Requirements

• A minimum of a bachelor’s degree is required.
• 8+ years of proven experience, with capital sales strongly preferred.
• Required to work in a hospital or 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 with ISO 13485 and 21 CFR 820.
• Ability to travel extensively up to 75%, including overnight travel within the assigned territory.

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

Benefits

• Medical, dental, vision, life insurance, short- and long-term disability, and business accident insurance.
• Participation in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
• Eligibility for the Company’s long-term incentive program.
• Time off benefits:
  • Vacation – up to 120 hours per calendar year.
  • Sick time – up to 40 hours per calendar year (up to 56 hours for employees in Washington State).
  • Holiday pay, including Floating Holidays – up to 13 days per calendar year.
  • Work, Personal, and Family Time – up to 40 hours per calendar year.

Pay

The anticipated base pay range for this position is $114,000.00 - $182,850.00. This position is also eligible for participation in a highly competitive sales incentive compensation program in accordance with the terms of the applicable plan.