Business Development Manager – Spine

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1886

🏥 Healthcare

⚕️ Healthcare Insurance

💊 Pharmaceuticals

Healthcare • Healthcare Insurance • Pharmaceuticals

Johnson & Johnson is a multinational corporation focused on innovating across multiple sectors of healthcare and medicine. With a commitment to redefining healthcare, the company merges science and technology to address complex diseases through its divisions in innovative medicine and medical technology. Its areas of focus include oncology, immunology, neuroscience, and specialty ophthalmology, as well as interventional solutions and orthopaedics. J&J is dedicated to advancing global health equity and environmental sustainability while fostering innovation, diversity, and inclusion in the workplace. The company strives to provide solutions that connect health and care for providers, patients, and communities worldwide.

📋 Description

• Own the national growth strategy for Velys Spine in Germany (segmentation, target accounts, objectives, and execution roadmap) • Focus on defined customer segments by translating segmentation into clear target lists and value propositions for each priority segment (e.g., robotics-ready centers, strategic spine accounts) • Drive targeting and account prioritization using market mapping and data insights to allocate time, budget, and field resources to the highest-value opportunities • Manage opportunities through defined sales stages — from qualification to proposal, negotiation, and closing — with rigorous CRM hygiene, forecasting accuracy, and clear next steps • Drive win plans for priority deals together with Sales leadership, Sales Representatives, and Account Managers to remove barriers, accelerate decisions, and secure long-term customer satisfaction • Lead market preparation for the Velys Spine robotics launch including launch milestones, readiness assessment, and cross-functional coordination • Develop the local business case and investment plan (volume assumptions, value narrative, ROI, and risk mitigation) and align resource allocation with regional governance • Shape the go-to-market model with Sales leadership (coverage, key account approach, and launch playbooks) • Own the capital equipment sales cycle for robotics, including multi-stakeholder selling, clinical and economic case development, procurement alignment, and disciplined deal progression • Drive the marketing mix (4Ps) by partnering with local and regional Product Marketing and Sales to define the right Product offer and evidence, Price and value ladder, Place (coverage/channel and account targeting), and Promotion (campaigns, education, and launch activities) for the German market • Develop strategic pricing and value ladders across capital, consumables, and implants, including discount guardrails and profitability targets • Define service, software, and maintenance pricing strategy for the robotics program (bundles, contract terms, renewals, and commercial governance) • Lead tender and project business by managing processes, building compliant proposals, coordinating internal resources, and driving timelines from submission to award and implementation • Drive contracting, tenders, and pathway access aligned to value ladders and pricing guardrails, in collaboration with Pricing/Finance and cross-functional partners • Build senior stakeholder relationships with surgeons, OR teams, procurement, and hospital management to unlock adoption and long-term partnerships • Lead KOL engagement and education initiatives in line with compliance requirements • Enable the field organization through joint customer calls/visits, objection handling, and best-practice sharing to drive adoption, customer satisfaction, and retention

🎯 Requirements

• Several years of experience (approx. 3–5 years or more) in sales or product management of navigation, robotics, or orthopedics • Ideally, experience with navigation and/or robotics or other complex clinical products that require explanation • Strong affinity for technology and innovation — ideally with exposure to robotics, navigation, digital surgery, or software-enabled medical solutions • Very good understanding of clinical workflows, OR environments, and hospital structures • Analytical mindset and business acumen (market, competitive, and DRG logic) • Strong commercial acumen, including pricing, profitability, and budget/ROI management • Bachelor’s or Master’s degree in Engineering, Business Management, or a comparable field (or equivalent qualification); MBA preferred • Very good German and good English skills • Willingness to travel (50–70%)

🏖️ Benefits

• Annual bonus with a defined target (% of pay) depending on pay grade and location; actual payout is based on individual and company performance for the previous calendar year, or sales commissions • Vacation days • Parental leave for a minimum of 12 weeks • Bereavement leave • Caregiver leave • Volunteer leave • Well‑being reimbursement • Programs for financial, physical, and mental health • Service anniversary and recognition awards • Participation in various insurance plans