Key Account Manager – East

Johnson & Johnson

Capital Key Account Manager selling DUALTO™ surgical systems to hospitals and health systems across the East U.S. territory.

Posted 8/10/2026full-timeRemote • Maryland, Pennsylvania, Virginia • 🇺🇸 United StatesSeniorLead💰 $114,000 - $182,850 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in capital sales management, including structuring and negotiating innovative financing models and delivering ROI-driven business cases. Proven ability to engage C-suite stakeholders and navigate complex sales cycles in a regulated healthcare environment.

Highest-signal resume keywords

Capital Sales ManagementROI-Driven Business CasesC-Suite EngagementCapital NegotiationValue-Based Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Capital SalesFinancial ModelingContract StructuringTechnical DemonstrationsHealthcare Security RequirementsData IntegrationLeasing ModelsSubscription ModelsRental ModelsHybrid Capex/Opex Models

Soft Skills

Learning AgilityGrowth MindsetInfluencing SkillsCommunication SkillsCollaboration

Tools & Technologies

CRM ToolsDigital Tools

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

ISO 1348521 CFR 820Hospital SettingASC SettingCapital Governance

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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