Key Account Manager – East

🔥 0 minutes ago

🦀 Maryland, Pennsylvania, +1 more states – Remote

🦀 Maryland – Remote 🔔 Pennsylvania – Remote ⚔️ Virginia – Remote

💵 $114k - $182.8k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

🏥 Healthcare

💊 Pharmaceuticals

🧬 Biotechnology

Healthcare • Pharmaceuticals • Biotechnology

<Johnson & Johnson> is a global healthcare company that researches, develops, manufactures and markets pharmaceuticals, medical devices and consumer health products. The company focuses on innovative medicines and therapies across oncology, immunology, neuroscience and cardiopulmonary areas, and develops MedTech solutions in cardiovascular, orthopaedics, surgery and vision. Johnson & Johnson also engages in health & wellness education, large-scale manufacturing, investor activities and global social-impact initiatives.

📋 Description

• Own end-to-end capital sales management for targeted accounts in the assigned East U.S. geography • Identify and target new accounts and competitively sell the DUALTO™ System • Partner with U.S. Marketing and Field Sales to build strategic targeting plans • Present consistent, realistic sales forecasts to sales management • Build DUALTO™ brand and customer relationships with surgeons, nursing, administrators, biomedical teams, and supply chain stakeholders • Understand customer needs, capital fleet status, buying cycles, funding options, and technology acquisition processes • Structure and negotiate capital deals, including rental, subscription, bundled services, leasing, and innovative financing models • Collaborate with strategic KAMs, Field Sales, and Service teams for seamless installation and adoption • Maintain advanced product, market, and competitive knowledge • Use CRM and digital tools to improve forecast accuracy and accelerate complex decision cycles • Lead product, technical, and clinical demonstrations • Hand off post-sales installation, implementation, and adoption to local sales and service teams • Develop strategies based on industry and market trends • Build internal relationships across Johnson & Johnson businesses • Mobilize KAM, RSM, clinical, service, and finance experts to accelerate deal progression

🎯 Requirements

• A minimum of a bachelor’s degree is required • 8+ years of proven experience is required, with capital sales strongly preferred • Required to work in a hospital or ASC setting, attending live patient cases as needed • Proven ability to build and deliver ROI-driven business cases to hospitals and IDNs • Experience engaging C-suite stakeholders in capital governance and approval cycles • Demonstrated success structuring creative, financially optimized capital agreements • Track record of leading high-impact technical and clinical demonstrations that convert to wins • Strong CRM-driven sales management experience within matrixed commercial teams • Demonstrated learning agility and growth mindset • Ability to work in a regulated environment compliant with ISO 13485 and 21 CFR 820 • Ability to travel extensively, up to 75%, including overnight travel within the assigned territory • Expertise in value-based selling and ROI/TCO modeling • Knowledge of leasing, subscription, rental, and hybrid capex/opex models • Capital negotiation and compliant contract-structuring experience • Understanding of technical and clinical workflows, data integration, and healthcare security requirements • Ability to influence clinicians, supply chain, finance, IT, CFOs, and C-suite leaders • Strong financial and clinical communication skills • Ability to operate through long, complex capital sales cycles

🏖️ Benefits

• Company car eligibility through the Company’s FLEET program • Medical insurance • Dental insurance • Vision insurance • Life insurance • Short- and long-term disability • Business accident insurance • Group legal insurance • Consolidated retirement plan (pension) • Savings plan (401(k)) • Long-term incentive program eligibility • 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 • Company-sponsored sales incentive compensation program eligibility