Description:
Johnson & Johnson is recruiting for a Capital Sales Consultant, Sports for DePuy Synthes located in the Southwest US. Geography will include Southern CA, AZ, NM, West TX, CO, MO, East WY, Northeast NE.
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 https://www.jnj.com/.
The Capital Sales Consultant, Sports will support selling and achieving objectives for the PureVue Visualization System, VAPR Radiofrequency System, and FMS Fluid Management System in the assigned territory. The Capital Sales Consultant, Sports is responsible for collaboration with local Sports sales teams to achieve their objectives.
The Capital Sales Consultant, Sports will report directly to the Regional Sales Manager, Sports Capital.
Key Responsibilities:
- Must be able to learn/know sports procedures in the arthroscopic space enabling the successful application and sale of the entire DePuy Synthes Sports Capital Product Portfolio (PUREVUE, VAPR, FMS). Apply knowledge of sales process, product portfolio and customer knowledge to improve sales outcomes.
- Secondarily, must be knowledgeable on use of PUREVUE in specialties outside of orthopedics: (ENT, general surgery, etc.)
- Develop and execute quarterly business plans for targeted accounts for the assigned portfolio of capital equipment in partnership with local Sports field sales organization and Account Management.
- Develop relationships with both clinical and economic champions at new and existing accounts to best understand customer needs, capital buying cycle, preferred mode of new technology acquisition. Identify and convert capital sales and program opportunities in the assigned territory.
- Work with the Offer Development, Finance, Account Management, and field sales organization to develop appropriate capital offering (Rental, Lease, Share Shifts) and drive implant sales growth.
- Present and negotiate capital pricing and program performance terms with the customer in collaboration with Account Management leaders and the field sales organization
- Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer retention rate.
- Must develop and maintain expert level knowledge on all assigned capital equipment products and demonstrate a firm grasp of industry trends, understands market conditions, and develop strategies to stay ahead of the competition. Complete all assigned training in timely manner.
- Collaborate with cross-functional teams and critical business partners to develop and execute customer/product specific sales strategies and tactics.
- Ensure timely, accurate reporting of any complaints or technical issues, following documented procedures.
- Open to travel to meet and support customers with any technical product and or service related issue on short notice.
- Complies with and maintains an active and ongoing commitment to compliance with all company policies and applicable federal, state and local laws, including but not limited to HIPPA, Sunshine Act and the other guidelines on interaction with US Healthcare Professionals.
- Responsible for the execution of business plan to meet/exceed all capital sales goals in alignment with direction from the Regional Sales Manager, Sports Capital.
- Work collaboratively with adjacent business partners, & company support personnel to carry out the achievement of overall business unit goals.
- Encourages soft tissue sales consultant trainings and hosts physician familiarization sessions (dinner programs, case observations, online training).
- Work with the marketing, professional education, and commercial education teams to participate in training events, trade shows, customer visits.
- Aligns with Regional Sales Manager, Sports Capital to work with internal business partners (HCC, Legal, Deal Desk, DLL, ASC team etc.) to ensure compliance with J&J capital sales process requirements for deal proposals.
- Assist and inform Capital Equipment Specialist, Field Service Enablement team and Sports Consultant team with customer related activities and equipment logistical needs.
- Analyze product performance and gain insights around engagements in customer facilities focused on optimizing the performance of products (both capital and consumables products), as well as optimize environments in which our products are used.
- Input all opportunities into Lighthouse CRM and actively manage with updates; inform Regional Sales Manager, Sports Capital
- Focus on customer satisfaction and retention through OR presence and validation of equipment usage after install. Identify areas of improvement to improve satisfaction and retention. Collaborate with CES and Sports SC to provide actions.
- Maintenance, tracking and effective deployment of equipment, and assets throughout assigned area ensuring product availability. Ensure all promotional materials are maintained in a presentable manner.
Leadership:
- Ability to manage change through CREDO leadership behaviors
- Ability to lead external engagements, build credibility, and gain influence with surgeons and administrative customers alike.
- Ability to successfully work within a matrix organizational environment and demonstrate an enterprise mindset to influence/deliver results without direct authority.
- Must adhere to the highest standards of professionalism, ethics and compliance, and actively support our compliance program-related initiatives, programs, trainings, and activities.
- Must comply with all applicable laws and regulations relating to DePuy Synthes’ business activities and Policies and Procedures of the Health Care Compliance Program and Johnson and Johnson Business Code of Conduct.
The anticipated base pay range for this position is $94,000 to $151,800.
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.
This position is eligible for a car allowance through the Company’s Fleet program.
- 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
- For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
This job posting is anticipated to close on January 22nd, 2025. The Company may however extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.
Qualifications:
Choose one of the following:
- Bachelor’s degree AND 3 years of relevant sales experience required. Capital Equipment sales, medical device sales, or surgical sales experience is preferred OR:
- Associates Degree AND 5 years relevant sales experience required. capital equipment sales, medical device sales, or surgical sales experience preferred OR:
- 7 years or relevant experience in lieu of education requirement OR:
- Certified Surgical Technician, or highly specialized selling / medical training or certification (e.g. Medical Sales College)/medical training or certification (such as in the areas of sports or athletic training/physical therapy/rehabilitation) AND 4 years of relevant work experience OR:
- Recently transitioned from Active Duty Military AND 3 years of relevant sales experience required. Capital Equipment sales, medical device sales, or surgical sales experience is preferred
AND
- Interest in Medical Devices, Software, Hospital IT and Video Technology
- The ability to travel extensively up to 75% including overnight travel within the assigned territory is a must for the role while residing in close proximity to a major airport is required
- The ability to travel which may include weekend and/or overnight travel.
- The ability to work in a lab/operating room environment.
- Required to work in a clinical setting near radiation equipment, ability to lift 50 lbs. and wear protective gear (i.e. lead aprons).
- Driver license issued in one of the 50 States is required
- Residence in or ability to relocate to the assigned territory.
- Self-motivated, entrepreneurial and well organized
- Excellent written and verbal communication skills
- Strong presentation skills
- Results orientation/sense of urgency – ability to drive to tight timelines
Johnson & Johnson is an Affirmative Action and 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, or protected veteran status and will not be discriminated against on the basis of disability.
