Business Development Manager – VELYS & Enabling Technologies (Eastern Canada) | Remote Canada – DePuy Synthes

Johnson & Johnson is a leader in healthcare innovation, dedicated to improving health solutions. The Business Development Manager for VELYS & Enabling Technologies will drive adoption and commercial execution of the enabling technology portfolio across Eastern Canada, managing the sales process and collaborating with cross-functional teams to achieve regional growth objectives.

Responsibilities:

• Lead and execute the VELYS and enabling technology capital space offers, get necessary approvals and support sales team in customer presentation to close large capital deals. (30%)
• Collaborate with internal stakeholders (Legal, HCC, Finance and Contract Execution) to develop and execute commercial programs to support VELYS Robot Go To Market strategy. (20%)
• Presenting and demonstrating value proposition of VELYS surgical platform. (20%)
• Design “capability building” capital selling accreditation program. (10%)
• Identifying deep customer insights to recalibrate and improve plans. (10%)
• Identify critical milestones and communicate progress to senior management. (10%)
• Engage strategic customer accounts and connect all the proper stakeholders to create a successful capital sales channel
• Act as gate keeper for deal requests to check for completion as well as alignment with the business parameters of the desired program and manage approval time to meet customers’ expectations
• Create and implement systems to improve deal approval throughput and turnaround time to effectively meet customer and sales team expectations
• Communicate the value proposition of our VELYS enabling technology platform
• Ensure excellent support during initial stages of product implantation
• Lead efforts to assess competitive landscape and effectiveness of DPS Capital programs and generate insights to continually improve sales performance of assigned portfolio of capital equipment
• Work closely with marketing to develop and implement marketing plans
• Create short-term and long-term deliverables for the sales organization
• Report sales results against forecasts to senior management as well as any adjustments made to business plans to ensure objectives are met
• Track and support processing and administration of Evaluations/Demo requests
• Liaison with key internal stakeholders - Finance, Pricing, SCG, Contract Execution, Legal and HCC to gain approvals for any program exceptions and program compliance requirements
• Display highest standards of customer responsiveness & ensure turnaround time for deal reviews & approvals & drive efficient execution of the Capital program strategy
• Lead Program Lifecycle Management for the all the transactions types to ensure effectiveness of the portfolio of programs
• Monitor progress and verify corrective action has been initiated when necessary
• Participate in the preparation of sales plans and campaigns, business plans and product development plans
• Designs adult education programs in conjunction with Commercial and Professional education teams
• Monitors budget to ensure proper expense management
• Recommends ad hoc plans and contests

Requirements:

• Minimum of a university/bachelor's degree or equivalent is required
• Minimum of 6 years orthopaedic sales, marketing and/or business development experience is required
• Proven skills and technical knowledge in joint reconstruction, including selling and/or marketing capital equipment with record of success as demonstrated by sales target achievement over a period of time or equivalent marketing accomplishments
• Ability to manage and negotiate large capital deals in the Canadian healthcare market, including the ability to lead the account team to drive success
• Ability and skills to own and foster key relationships at both the clinical and hospital administration levels
• Must be proficient with standard computer applications, MS Office, etc
• A valid driver's license
• Up to 60% domestic Canada travel may be required
• Extensive orthopaedic device selling experience in joint reconstruction, spine and capital equipment
• Extensive knowledge of capital sales cycle and ability to navigate hospital procurement to gain clinical and non-clinical stakeholder alignment to close large capital deals across multiple provinces
• Ability and skills to own and foster key relationships with hospital c-suite executives, private clinic owners and group purchasing organizations
• Bilingual in English & French