Key Account Manager – East

This is a fully remote position, open to applicants in Maryland, +2 more states.

📋 Description

• Manage comprehensive capital sales for designated accounts within the East U.S. region.

• Identify and pursue new accounts while effectively promoting the DUALTO™ System.

• Collaborate with U.S. Marketing and Field Sales to create strategic targeting initiatives.

• Provide consistent and realistic sales forecasts to the sales management team.

• Foster the DUALTO™ brand and cultivate customer relationships with surgeons, nursing staff, administrators, biomedical teams, and supply chain stakeholders.

• Comprehend customer needs, capital fleet status, purchasing timelines, funding options, and technology acquisition protocols.

• Structure and negotiate capital agreements, including rental, subscription, bundled services, leasing, and innovative financing models.

• Work alongside strategic KAMs, Field Sales, and Service teams to ensure smooth installation and adoption processes.

• Maintain advanced knowledge of products, markets, and competitors.

• Utilize CRM and digital tools to enhance forecast accuracy and expedite complex decision-making cycles.

• Lead product, technical, and clinical demonstrations.

• Transition post-sales installation, implementation, and adoption to local sales and service teams.

• Formulate strategies based on industry and market insights.

• Build internal relationships across Johnson & Johnson divisions.

• Engage KAM, RSM, clinical, service, and finance experts to expedite deal progression.

⛳️ Requirements

• A minimum of a bachelor's degree is essential.

• At least 8 years of demonstrated experience is required, with a strong preference for capital sales.

• Experience in a hospital or ASC setting is required, with the ability to attend live patient cases as necessary.

• Proven capability to develop and present ROI-driven business cases to hospitals and IDNs.

• Experience engaging with C-suite stakeholders in capital governance and approval processes.

• Proven success in structuring innovative, financially optimized capital agreements.

• A history of leading impactful technical and clinical demonstrations that result in successful outcomes.

• Strong CRM-driven sales management experience within matrixed commercial teams.

• Demonstrated learning agility and a growth-oriented mindset.

• Ability to function in a regulated environment compliant with ISO 13485 and 21 CFR 820.

• Willingness to travel extensively, up to 75%, including overnight stays within the assigned territory.

• Expertise in value-based selling and ROI/TCO modeling.

• Familiarity with leasing, subscription, rental, and hybrid capex/opex models.

• Experience in capital negotiation and compliant contract structuring.

• Understanding of technical and clinical workflows, data integration, and healthcare security requirements.

• Ability to influence clinicians, supply chain, finance, IT, CFOs, and C-suite leadership.

• Strong financial and clinical communication skills.

• Proficient at navigating lengthy and complex capital sales cycles.

🏝️ Benefits

• Eligibility for a company car through the Company’s FLEET program.

• Medical insurance coverage.

• Dental insurance benefits.

• Vision insurance options.

• Life insurance protection.

• Short- and long-term disability coverage.

• Business accident insurance.

• Group legal insurance.

• Consolidated retirement plan (pension).

• Savings plan (401(k)).

• Eligibility for long-term incentive programs.

• Vacation entitlement of up to 120 hours per calendar year.

• Sick time allowance of up to 40 hours per calendar year; for employees residing in Washington State, up to 56 hours per calendar year.

• Holiday pay, including Floating Holidays, up to 13 days per calendar year.

• Work, Personal, and Family Time allowance of up to 40 hours per calendar year.

• Eligibility for a company-sponsored sales incentive compensation program.