Job Description

Johnson & Johnson, through its operating companies, is the world's most comprehensive and broadly-based manufacturer of health care products, as well as a provider of related services, for the consumer, pharmaceutical, and medical devices, and diagnostics markets. We strive to provide scientifically sound, high-quality products and services to help heal, cure disease and improve the quality of life.

Johnson & Johnson Medical Products (JJMP), a division of Johnson & Johnson Inc., markets and distributes medical device and diagnostic solutions for use in institutional and primary health care settings across Canada. JJMP focuses on providing minimally invasive treatment options spanning various medical procedures and disease states. Among the products represented by its various business units are: surgical instruments, orthopedic implants, devices for womens health including breast care, infection prevention and general-purpose sterilizers, hernia solutions, hemostatic products, cardiovascular and neurovascular diagnostics and treatment.

The position of Capital Business Development Manager (CBDM), VELYS Robotic Assisted Surgery (RAS) Programs Strategy and Execution is a great opportunity to join the new DPS Enabling Technologies team that will play a crucial role in commercializing the VELYS Digital Surgery Portfolio.

This individual will be responsible for the implementation, communication, and management of commercial programs, driving the go-to-market strategy for the VELYS Portfolio across Western Canada (MB-BC). As a person who combines technical knowledge and excellent presentation skills, the successful candidate will engage strategic customer accounts and connect all partners involved in the capital procurement process to communicate the value proposition of our systems and ensure excellent support during initial stages of product implementation. The BDM will work very collaboratively with marketing to develop and implement marketing plans and build short term and long-term results for the sales organization.

The BDM will develop deep market insights on opportunities and obstacles relevant to refining our sales and marketing strategies. This person will report sales results against forecasts to senior management as well as any adjustments made to business plans to ensure objectives are met. Monitors progress and verifies corrective action has been initiated when necessary. In addition, this role will participate in the preparation of sales plans and campaigns, business plans and product development plans.

Duties and Responsibilities

The BDM be responsible for leading the capital sales process for the Enabling Technology portfolio that include building and maintaining a robust capital deal pipeline that will enable the achievement of the portfolios sales and profitability targets. The individual will effectively develop and execute the appropriate strategy within the target accounts in collaboration with the local sales teams. The CBDM will identify, develop and coach clinical and high-level administrative champions to deliver the value of the Velys platform to targeted customers. The CBDM will be the subject matter expert within capital products space and collaborate optimally with the clinical specialists on the implant side of the business.

The successful candidate will have extensive experience in handling and negotiating large projects (capital and/or orthopedic). The BDM must possess a strong background in the Medical Technology sales and marketing, with an ability to own and foster key relationships with clinical, C-suite levels and hospital foundation stakeholders. The BDM will effectively marshal and leverage resources at your disposal to drive the platform strategy and show strong leadership, collaboration, negotiation and technical selling skills.

\xc2\xb7 Excellent presentation skills

\xc2\xb7 Engage strategic customer accounts and connect all the proper stakeholders to create a successful capital sales channel

\xc2\xb7 Stage gate the deal requests to check for completion as well as alignment with the business parameters of the desired program and manage approval time to meet customers expectations

\xc2\xb7 Communicate the value proposition of our VELYS Enabling Technology platform

\xc2\xb7 Ensure excellent support during initial stages of product implementation

\xc2\xb7 Lead efforts to assess competitive landscape and effectiveness of DPS Capital programs and generate insights to continually improve sales performance of assigned portfolio of capital equipment

\xc2\xb7 Work closely with marketing to develop and execute marketing and sales strategies related to the VELYS Digital Surgery portfolio

\xc2\xb7 Create short term and long-term deliverables for the sales organization.

\xc2\xb7 Develop deep market insights on opportunities and obstacles relevant to refining our sales and marketing strategies.

\xc2\xb7 Report sales results against forecasts to senior management as well as any adjustments made to business plans to ensure objectives are met.

\xc2\xb7 Track and support processing and administration of Evaluations/Demo requests.

\xc2\xb7 Liaison with key internal stakeholders - Finance, Pricing, SCG, Contract Execution, Legal and HCC to gain approvals for any program exceptions and program compliance requirements

\xc2\xb7 Display highest standards of customer responsiveness & ensure turnaround time for deal reviews & approvals & drive efficient execution of the Capital program strategy.

\xc2\xb7 Lead Program Lifecycle Management for the all the transaction types to ensure effectiveness of the portfolio of programs.

\xc2\xb7 Monitor progress and verify corrective action has been initiated when necessary.

\xc2\xb7 Participate in the preparation of sales plans and campaigns, business plans and product development plans.

\xc2\xb7 Designs adult education programs in conjunction with Commercial and Professional education teams

\xc2\xb7 Technical knowledge of primary and revision total knee replacement

\xc2\xb7 Monitors budget to ensure proper expense management

Recommends ad hoc plans and contests

Johnson & Johnson