Digital Sales Manager
Johnson & Johnson
Madrid, Spain
hace 3 días

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 sectors.

The company strives to provide scientifically sound, high quality products and services to help heal, cure disease, and improve the quality of life.

The position is part of the Johnson & Johnson Medical Device Companies specifically placed under the Digital Surgery organization part of the Ethicon Franchise.

Ethicon Digital Solutions is shaping a future where medical intervention is smarter, less invasive, and more personalized.

To help achieve this aspiration, we bring together the power of best-in-class instrumentation, advanced imaging and visualization, artificial intelligence and machine learning, data and analytics, and digital solutions.

In EMEA, Ethicon’s core strategy is to enable teams to assess unmet needs of key customers and provide customer centric solutions through integration of digital technologies and core product portfolios with the aim of improving standard of care.

With relentless focus on core strategy, Digital Solutions Sales Manager will be driving current digital technologies in designated regions including C-SATS, Visible Patient, SPI and Care4today.

C-SATS offers a personalized performance management platform developed by a team of surgeons, engineers, and biostatisticians.

C-SATS is subscription-based and enables surgeons to upload surgical videos for assessment by expert surgeons and trained reviewers who provide objective and confidential feedback on technical skills.

Visible Patient is an interactive planning software and virtual 3D model illustrating spatial relationships between diseased tissue and surrounding anatomy for each patient.

Visible Patient is leveraged with surgical planning and can help with precision intraoperatively. SPI is a digital platform that empowers surgical teams to address variability in the OR and enhance team performance, by synchronizing workflows and accessing real-time insights.

Care4Today is a solution built with patients at the center, offers pathway capabilities and digital solutions that guide the coordination of care, and addresses factors beyond the OR.

The Digital Solutions Sales Manager is responsible for achieving the company’s sales revenue and metric goals across the Digital Solutions platforms in the assigned area working in partnership with local Eticon cross-functional teams.

The sales manager will operate as a Digital Solution Consultant , focusing on Digital Solutions technical implementation (with non clinical customers) and its early adoption by clinical ones, with end-to-end ownership with both customer profiles.

This individual will be accountable for activating and engaging all key steakholders (both internal and external) needed to achieve an effective implementation of the Digital Solution at hospital level, for building deep customer engagements with key-decision makers and for communicating to clinical ones how digital solutions will enhance their practice together with Ethicon portfolio platforms, optimizing an innovative customer need / solution approach (pre, intra and post operating room).

This role will have sales targets both, directly regarding digital solutions as well as indirect as trigger for pull-thrpugh sales, to achieve the maximum sales potential and profit of Digital Solutions and the entire Ethicon portfolio (platforms).

In order to be successful, the Digital Solutions Sales Manager will have to excel in cross-functional collaboration, communication, and indirect leadership skills to drive the complete the adoption of DS by clinical stakeholders.

Ultimately, the DS sales manager should ensure an excellent partnership with their clinical and non clinical customers (to install and trigger it searly adoption) as well as with the Ethicon cross functional (IT, Legal, Finance, HCC,.

Pricing, ) and commercial teams involved to ensure an optimal hand-over lo the that will be accountable for the commercial milking of the digital solution business potential in the mid / long-term.


  • Partner with prospective clients to understand their unmet needs and objectives for enhanced care delivery
  • Develop and implement an account and / or hospital group strategy that will meet or exceed company growth targets while developing the company’s customer base.
  • Ensure the successful achievement of the company’s sales goals across designated digital product portfolios and services.
  • In close partnership with Ethicon core portfolio teams, develop effective sales strategy and ensure its timely and end-to-end implementation.
  • Facilitate installation, training & following up first cases of the solutions in close partnership with One Ethicon Account Reps and customers.
  • Champion and drive effective introduction, implementation, and utilization of Ethicon Digital Solutions at hospital level in close partnership with One Ethicon Account Reps and customers.
  • Support customers on the change management and early adoption phase for digital pipeline acceptance as standard of care.
  • Follow up of utilization & customer satisfaction at implemented sites.

  • Improve execution for digital solutions trials and commercial deals, focusing on the solution implementation and adoption.
  • Lead, drive, and accelerate data privacy approvals & IT installations at hospital level
  • Understand customer needs on required content and documentation and drive development of tools in collaboration with cross-functional partners.
  • Prospect, qualify and close new customer partnership contracts
  • Develop solutions to their most pressing initiatives Quality) via the Digital Solutions portfolio.
  • Effectively communicate the value proposition through proposals and Executive presentations
  • Build and maintain strong, long-lasting customer relationships.
  • Strategically partner with other Johnson & Johnson business units to proliferate Digital Solutions.
  • Strategically work with Executive and Surgical Leadership to develop and sell new use cases leading to customer renewal within existing clients.
  • Collaborate with cross functional Johnson & Johnson subject matter experts and ensure end-toend ownership of the Digital Solutions Customer Engagement Process (CEP) and sales cycle.
  • Following Digital Solutions implementation, champion deepened uptake and utilization across targeted key specialties.
  • POLICIES : Know and follow policies and procedures related to work activities performed in area of responsibility.

    TRAINING : Complete training in area of responsibility within allowed time-period. Training is required for changes in existing policies and procedures, for new assignments and for implementation of new policies and procedures.

    Complete required periodic re-training in areas such as safety and environmental compliance.

    SAFETY : Follow all company safety policies and other safety precautions within work area. Promote safety to all associates that enter work area.

    Follow Health Care Compliance guidelines as well as follow operating room training and safety standards (Bloodborne pathogens training, etc.)



  • Bachelor's degree required.
  • A minimum of five years of sales experience including three or more years in healthcare sales.
  • Proven track record in competitive sales, consistently meeting / exceeded quota.
  • Proven track record and experience with large healthcare systems at the IDN leadership level.
  • Excellent project management skills where strong influential leadership demonstrated.
  • Experience with selling Digital and / or software products, apps, and services is an asset.
  • Proficient customer management skills across clinical and non-clinical stakeholders as well as C-suite.
  • Demonstrated development of sales strategy, implementing a sales process, and taking a complex deal from prospect to close.
  • Excellent listening, negotiation, and presentation skills.
  • Excellent verbal and written communication skills.
  • Desire and ability to thrive in ambiguity.
  • Success in introducing new technologies to the market is a plus.
  • Knowledge of the Operating Room environment preferred.
  • Fluency in English and native region language including both oral and written communication is a must.
  • An ability to travel up to 50%, dependent upon account distribution.
  • WORK ENVIRONMENT : Remote, Office, Customer Sites

    REPORTING STRUCTURE : Digital Solutions Sales Manager will be reporting directly to local country Ethicon leadership and / or senior manager with dotted line reporting to Global Digital Solutions designated leaders.

    SUPERVISORY RESPONSIBILITIES : Designated as Individual Leader with no direct team management. Expected to influence and drive a group of professionals and provide direction of activities to others through horizontal leadership.

    TRAVEL REQUIREMENTS : Overnight travel may be required up to 50%.

    The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification.

    It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

    This description is representative of the knowledge, skill & ability necessary to carry out the requirements of this job.

    Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties of the job.


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