SENIOR MANAGER, CAPITAL- West Region

Location: Raynham, Massachusetts, United States of America

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function

MedTech Sales

Job Sub Function

Capital Sales -- MedTech (Commission)

Job Category

People Leader

All Job Posting Locations

Raynham, Massachusetts, United States of America

Capital strategy & executive engagement

• Lead and execute C-suite level meetings with hospital and health system executives (CFO, COO, CEO) to advance capital equipment decisions.
• Partner with Regional Managers and AVPs to develop, align, and execute regional and account-level capital

strategies.

• Serve as the escalation point for complex, high-value capital deals within the region, bringing executive-level

credibility to close.

Pipeline & deal execution

• Own and actively manage the regional capital pipeline across all five CESM territories, ensuring accuracy,

velocity, and forecast reliability.

• Personally develop and close strategic leads, particularly at accounts requiring executive-level relationships.
• Drive consistent pipeline-building discipline across the team — prospecting, qualifying, and progressing opportunities through each stage.

Relationship development

• Build and sustain long-term relationships with key accounts, health system leadership, and internal cross-functional partners.
• Represent the region in cross-functional planning with marketing, finance, and distributor partners to support capital deal execution.

Talent development & team leadership

• Directly manage, coach, and develop 5 CESMs, with a sustained focus on building talent and succession-ready

bench strength.

• Set individual and team performance expectations; conduct regular pipeline reviews, ride-alongs, and skill-

building coaching.

• Foster a high-accountability, high-collaboration team culture aligned to regional and company-wide capital goals.
• Bachelor's degree required; MBA or advanced degree a plus.
• Proven track record in medtech capital equipment sales, with direct experience selling to or influencing C-suite/executive buyers.
• Demonstrated ability to build and manage a complex, multi-account capital pipeline.
• Strong executive presence, negotiation skills, and cross-functional collaboration ability.

Required Skills

Preferred Skills

Brand Positioning Strategy, Commercial Awareness, Commission Analysis, Competitive Landscape, Confidentiality, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Opportunity Assessment, Sales Enablement, Sales Prospecting, Sales Training, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection

The anticipated base pay range for this position is

$131,000.00 - $211,600.00

Additional Description for Pay Transparency

• The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
• Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
• This position is eligible to participate in the Company’s long-term incentive program.
• Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:
• Vacation –120 hours per calendar year
• Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
• Holiday pay, including Floating Holidays –13 days per calendar year
• Work, Personal and Family Time - up to 40 hours per calendar year
• Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
• Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
• Caregiver Leave – 80 hours in a 52-week rolling period10 days
• Volunteer Leave – 32 hours per calendar year
• Military Spouse Time-Off – 80 hours per calendar year
• For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits