SURGICAL INNOVATION TERRITORY 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:
Clinical Sales – Surgeons (Commission)

Job Category:
Professional

All Job Posting Locations:
North Dakota (Any City), Raynham, Massachusetts, United States of America

Job Description:

About Orthopaedics

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 Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems.

Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech.

We are searching for the best talent for a Surgical Innovation Territory Manager!

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.

Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.

This is a field-based role.

Purpose:

DePuy Synthes Spine Sales is recruiting for a Territory Sales Manager, Surgical Innovations Team.  The Territory Sales Manager, Surgical Innovations Team reports to the National Manager, Surgical Innovations and is responsible for the achievement of the annual territory sales quota of key strategic brands, new product launches, and will lead the sales execution strategies around strategic portfolios including Lateral, Complex, Minimally Invasive Surgery (MIS), and Biologics in his/her designated market. Qualified candidates will reside within the region.

As part of this dynamic team, this individual leader is responsible for acquiring new customers, servicing existing customers, managing company assets, sales logistics, and execution of national, regional, and local initiatives. Position requires travel within territory with likelihood of weekend work and possibility of overnight stays away from home. Majority of time will be spent in surgeon office and hospital setting and includes coverage of cases in operating room (OR).  The Surgical Innovation Team will follow the Sell, Influence, Teach strategy for promotion of focus products and subscribes to the Challenger Sales model.  Sales above market rate at critical accounts defined by Sales Leadership, influence of sales professionals for improved preparation & execution of growth tactics and, teaching procedure-based solutions to sales representatives, hospital staff and surgeons are critical requirements of this position.

You will be responsible for:

- Exceed sales quote for key NPI products.

- Developing territory strategies to accelerate the introduction, sales, and growth of key New Product Introductions (NPI) technologies.

- Influence Area Directors, Regional Managers and field sales individuals to drive focus on key NPI technologies.

- Shape & lead field education strategies around strategic areas included, but not limited to Minimally Invasive & Complex Spine, Lateral, Neuromonitoring, Biologics, Digital.

- Influence culture of digital technology adoption and develop regional strategic plans to drive utilization of key NPI with all digital solutions.

- Leverage sales performance and data to assess strategy effectiveness, pivot strategy as necessary and accelerate execution to achieve annual targets.

- Develop, reinforce, and promote culture of positivity, strategic creativity, accountability, and servant leadership within regional team and field sales organization.

- Driving the Challenger Selling model in sales approach, training, and account conversion at regional level.

- Acts as DE&I (Diversity, Equity and Inclusion) champion and contributes to DE&I initiatives. Recognizes the value that different perspectives and cultures bring to an organization. Seeks, listens to, and incorporates diverse points of view. Applies others’ diverse experiences, styles, backgrounds, and perspectives to get results.

- Creates space and gives team members opportunities to openly contribute ideas and express opinions. Asks team members to share their insights before offering their own perspective. Comfortable in calling attention to biases that get in the way of being inclusive-for self and team.

- Holds self accountable for meeting performance outcomes.

- Demonstrate product and procedural mastery, and disruptive technology/new product introduction experience.

- Collaborate with Regional Managers, Marketing, Digital, Strategic Customer Group, and key strategic partners (Lifenet, MTF, etc.) to execute go to market models and selling strategies.

- Know and follow all laws and policies that apply to one’s job, and maintain the highest levels of professionalism, ethics, and compliance at all times.

Qualifications/Requirements:

Education:

- BA/BS degree or equivalent required; Business/Marketing/Finance degree preferred.
- MBA (Master of Business Administration) or advanced degree preferred.
- A minimum of 6 years of relevant progressive business experience required, including a minimum of 2 years selling experience in Spine.

Experience and Skills:

- Demonstrated ability to lead and adapt successfully through change with resilience and agility by role modeling flexibility and adaptability.
- Minimum of two years of complex spine experience to include Adult and Pediatric deformity, MIS, Lateral and Biologics/Biomaterials.
- Demonstrated track record as a Diversity, Equity, and Inclusion Champion
- Proven track record of strategic selling and expert negotiation skills
- Demonstrated leadership with detailed sales achievement(s) are required.
- Strong business, commercial & financial competence in understanding the needs and priorities of the broader business with a penchant for understanding the use of data insights/metrics/numbers to gauge overall performance.
- Expert listening, written, and oral communications skills; excellent organizational skills along with the ability to make sales & executive level business presentations with positive results.
- Track record of success working within a matrix organizational environment; enterprise approach to decision-making and agility in working across multiple stakeholders and decision makers.
- Ability to drive effective stakeholder engagement, which includes communicating, influencing, and providing comprehensive solutions.
- A valid driver's license issued in the United States
- Ability to travel required (~40-50%).

Preferred:

- Orthopedic, Spine sales experience.

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:
Business Development, Business Savvy, Customer Centricity, Healthcare Trends, Interpersonal Influence, Market Knowledge, Objectives and Key Results (OKRs), Presentation Design, Process Improvements, Revenue Management, Sales, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection

The anticipated base pay range for this position is :
$114,000.00 - $182,850.00

Additional Description for Pay Transparency:
Subject to the terms of their respective plans, employees are 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.

Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:

Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
Holiday pay, including Floating Holidays –13 days per calendar year
Work, Personal and Family Time - up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year

For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits