Area Sales Director- Spine, Southeast

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 – Hospital/Hospital Systems (Commission)

Job Category:

People Leader

All Job Posting Locations:

Alabama (Any City), Florida (Any City), Louisiana (Any City), Mississippi (Any City), Tennessee (Any City)

Job Description:

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

DePuy Synthes is recruiting for an Area Director of Sales, Spine located in the Southeast US. Locations will include Mississippi, Louisiana, Alabama, Tennessee, and Florida.

The Area Director of Sales is responsible for the end-to-end Spine product portfolio. Reporting to the Vice President, US Spine, this role is accountable for a specific geography and will lead the overall management of sales strategies, activities, operations, and budgets associated with driving sales for the organization in assigned geographic area. As part of this dynamic team with innovative orthopedic products, this leader of leaders is responsible for acquiring, developing, engaging and retention of a diverse organization of talent that would result in customer and patient satisfaction while exceeding the sales & business goals and growth objectives.

Responsibilities:

• Develop and implement powerful selling strategies and strategic sales plans which will help exceed overall sales goals and objectives.
• Facilitate the evolving MedTech strategy for the Spine FSO (Field Sales Organization) that reflects our identity as an industry-leading innovator working to tap the full potential of technology in spine to save, sustain, and improve lives.
• Embeds capital and digital mindset in selling strategy, Ensures adoption of capital and digital strategy within area. Focuses relationship building on c-suite customer base.
• 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.
• Drives clarity and expectations about desired outcomes which drives culture of performance and accountability within team. Holds self and team accountable for meeting outcomes.
• Provides direct, constructive, and on-going feedback and is comfortable having difficult conversations.
• Leads and adapts successfully through change with resilience and agility by role modeling flexibility and adaptability.
• Develop others through coaching, feedback, exposure and stretching assignments. Devotes regular time in one-on-one conversations to helping team members advance their careers and aligns employee career development goals with organizational objectives.
• Delegates work that helps people growth both inside and outside their comfort zones and actively seeks new ways to grow and be challenged and shows personal commitment to continuously improve.
• Lead a portfolio of products, responsible for sales, growth, and income targets to improve gross profits, profitability, asset management, and budget management.
• Possess and show vast understanding of the changing market dynamics in healthcare and understand the responsibility and requirements on the organization to continue to compete as viable player which would include market knowledge of Health Economics and Industry Trends, Customer Segmentation, customer data knowledge and buying process.
• Establish relationships with key surgeons; work to demonstrate potential sales opportunities through learning centers and increase opportunities available through Johnson & Johnson MedTech solutions to drive collaboration.
• Collaborate with Area Vice Presidents, Finance, Commercial Operations, Strategic Customer Group and Corporate Accounts to measure and monitor the execution of the go to market models and pricing strategies.
• Influences and is responsible for improvements of asset management including turn performance, loose goods, E&O, as well as field inventory.
• Assists and sometimes leads in the negotiation with provider customers on contracting and price.  Drives the brand latter strategy with a focus on mix. 
• Demonstrate product and procedural knowledge, clinical and procedural excellence, product expertise, and disruptive technology/new product introduction experience.
• 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:

Education:

• BA/BS degree or equivalent required; Business/Marketing/Finance degree preferred.
• MBA (Master of Business Administration) or advanced degree preferred
• A minimum of 10 years of relevant progressive business experience required - with a minimum of 8 years of direct people leadership experience

Experience and Skills:

• Demonstrated senior leadership capability including the ability to lead and adapt successfully through change with resilience and agility by role modeling flexibility and adaptability.
• Documented leadership experience in setting clarity and expectations about desired outcomes which drives culture of performance and accountability within team.
• Demonstrated track record as a Talent & Diversity, Equity, and Inclusion Champion in mentoring, developing, retaining, acquiring, and building a diverse pipeline of future talent
• Senior leadership experience in understanding and successful navigation across a diverse base of customers, deployment and adoption of disruptive technologies and/or new product introductions with a high degree business intelligence and keen awareness to industry trends.
• Proven track record of strategic selling and expert negotiation skills
• Demonstrated leadership in strategic planning and project management along 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
• Understands the details of incentive compensation plans for self and team, including components, measurements, and eligible expenses.
• Deep expertise in quota setting process and has demonstrated track record of effectively and equitably managing commissions, allocation, and splits.
• A valid driver's license and clean driving record is required
• Ability to travel required (~40-50%)
• Individuals need to live within/close to the current geography

Preferred:

• Orthopedic, Digital and/or capital equipment 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, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.

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Required Skills:

 

 

Preferred Skills:

Advertising, Collaborative Selling, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Medicines and Device Development and Regulation, Operational Excellence, Pricing Strategies, Relationship Building, Representing, Resource Planning, Sales, Sales Training, Stakeholder Analysis, Sustainable Procurement, Vendor Selection