Business Development Manager – Spine

Johnson & Johnson

Business Development Manager for Velys Spine in Germany, driving growth strategy and capital equipment sales for the robotics launch. Collaborating with sales leadership and product marketing to maximize market impact.

Posted 7/30/2026full-timeRemote • 🇩🇪 GermanyMid-LevelSenior💰 €76,100 - €122,705 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving national growth strategies for medical robotics, with a strong focus on market segmentation, account prioritization, and sales cycle management. Proficient in developing business cases, pricing strategies, and building relationships with key stakeholders in the healthcare sector.

Highest-signal resume keywords

Sales ManagementMarket SegmentationRobotics ExperienceBusiness AcumenStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyMarket MappingCRM ManagementPricing StrategyBusiness Case DevelopmentNegotiation SkillsForecasting AccuracyTender ManagementROI AnalysisClinical Workflow Understanding

Soft Skills

Analytical MindsetCommercial AcumenCommunication SkillsCollaborationProblem Solving

Tools & Technologies

CRM SoftwareMarket Analysis ToolsDigital Surgery SolutionsRobotics SystemsClinical Software

Certifications & Qualifications

Bachelor’s DegreeMaster’s DegreeMBA Preferred

Industry Keywords

Medical RoboticsOrthopedicsHealthcare SalesClinical ProductsHospital Management

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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