Reporting to the National Sales Director, Sports Capital, the Regional Sales Manager will be responsible for the Sports Capital Portfolio; accountable for leading the overall management of sales strategies, activities, operations, and budgets associated with driving sales for the organization. They will lead a team of Sports Capital Sales Consultants and Capital Specialists. This will include sales and capital program management for all capital platforms in Sports, including technologies accessed through internal and external, current and future partnerships. The Regional Sales Manager, Sports Capital will be primarily responsible for leading their respective team's efforts in achieving regional sales objectives by developing and executing business plans for assigned territories, strategizing and delivering technology demonstrations, presenting customers with various capital equipment acquisition options, and driving the capital sales process to completion. This position will coordinate efforts with local implant clinical selling teams, Ambulatory Surgery Center Managers and Account Management leaders to ensure the customer achieves the desired performance goals. The Regional Sales Manager, Sports Capital must be well-versed in capital selling processes, sales business planning, the use of financing tools, and able to work autonomously to managing a continuous capital pipeline to close capital deals and other med-tech sales on an accelerated timeline through budgeted and off budget customer processes.

POSITION DUTIES & RESPONSIBILITIES:

• Develop and execute territory business plans for targeted accounts for the assigned portfolio of capital equipment in partnership with local Sports field sales organization and Account Management leadership.

• 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.

• Present and negotiate capital pricing and program performance terms with the customer in collaboration with SCG account leaders and the field sales organization

• Support new customers in clinical adoption of select technologies.

• 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.

• Drive business results by working closely with Capital Sales Consultants to set and achieve territory objectives, while driving patient care and customer satisfaction.

• Assume a lead role in the territory in acquisition of new accounts and surgeon relationships while assisting consultants in penetrating existing accounts with new technologies.

• Possess and demonstrate an understanding of the changing market dynamics in healthcare, industry trends, customer segmentation, customer data knowledge and buying process.

Leadership:

• Ability to manage change through CREDO leadership behaviors

• The ability to Recruit, hire, and retain hard-working sales professionals for each territory in the Region.

• Provide ongoing performance management, mentorship, and development of team.

• 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.

• Promote and nurture the highest standards of integrity, ethics and compliance, and actively support initiatives, programs, trainings, and activities.
• Follows all applicable laws and regulations relating to DePuy's 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 $112,000 to $179,400.

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 company car 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 October 30th, 2024. 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

QUALIFICATIONS:

• A minimum of a Bachelor's degree, or 8 years of relevant professional work experience or 8 years military experience

• A minimum of 3 years of capital equipment sales, marketing, capital equipment sales training or commercialization experience is required.

• Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to surgeons and economic buyers a must. Experience working with highly complex technical systems and/or working in a critical patient care setting.

• Demonstrated ability to mentor and develop field sales talent. Track record of success working within a complex environment and enterprise mentality decision making.

• Demonstrated leadership in business planning and project management along with documented sales achievement(s) are required.

• Excellent influencing skills.

• Demonstrated ability to learn and communicate capital acquisition financial models

• The ability to travel extensively up to 75% including overnight travel within the assigned territory is a must for the role.

• Required to work in a hospital, ASC setting, attending live patient cases as and when required as part of the job, and wear necessary protective gear (i.e. lead aprons).

• Position requires sitting or standing for extended periods of time and may require to lift/move products up to 60 lbs.

• A valid Driver's License is required as part of the job.

• Receptive to constructive feedback and collaborates and works well in a matrix team environment.

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.

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