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 https://www.jnj.com **Job Function:** MedTech Sales **Job Sub** **Function:** Capital Sales -- MedTech (Commission) **Job Category:** Professional **All Job Posting Locations:** PL002 Iłżecka **Job Description:** H **Business Development Manager - Joints Poland –3x positions: North – Central & South** **Senior Specialist Representative, Capital Sales** **Introduction:** _We are looking for_ **_Senior Capital Sales Specialists_** _who can work independently with minimal supervision. Help establish and implement projects, programs, and processes in support of the organization's overall Capital Sales strategy. Apply advanced knowledge of the Capital Sales field to establish best in class policies, procedures, and plans for the area._ **_The successful candidate will:_** _Help establish and implement cost-effective, results based, and professionally managed programs and innovative initiatives for the organization to advance Capital Sales intentions._ _Contribute to projects, programs, or processes for the Capital Sales area._ _Integrate methods based on analyses of trends and the competitive landscape to continually improve the organization's Capital Sales strategy._ _Generate growth initiatives within the clinical sales area by reviewing consumer analytics and communicating data-driven sales and customer retention strategies._ _Attend to cases in customer accounts and advises physicians on clinical attributes or techniques associated with products._ _Implements growth initiatives and improves competitive positioning through innovative sales and customer retention strategies._ _Coach more junior colleagues in techniques, processes and responsibilities._ _​ Understand and applies Johnson & Johnson’s Credo and Leadership Imperatives in day-to-day interactions with team._ _Job is eligible for sales incentive / sales commissions._ **Job description:** We are seeking a dynamic and results-driven **Business Development Manager (BDM)** for the Polish market, focused on accelerating growth in our **Joints** business, particularly through the **VELYS Digital Surgery** platform. The ideal candidate will be responsible for expanding our market share by promoting our comprehensive knee & hip solutions, which include implants, techniques, technological advancements (robotics), and wound closure management. **Key Responsibilities:** + **Market Expansion** : Aggressively convert key strategic accounts to capture market share in the Joints sector, with a short term 2026 focus on Knee and VELYS. + **Competitive Account Conversion** : Hunt competitive business and be accountable end-to-end (E2E) for the conversion of competitive accounts. + **Sales Strategy Development** : Collaborate with business stakeholders to build a comprehensive sales strategy tailored to the unique needs of the Polish market, monitoring trends and making timely adjustments to optimize performance. + **Commercial Acumen** : Lead the negotiation process with hospital directors and purchasing departments to secure contracts that align with business objectives. + **Tender Management** : Collaborate with the Bid & Tender team to prepare and respond to tender requirements, ensuring compliance and competitiveness in submissions. + **Collaboration** : Work closely with Joints Territory Managers (TM) and Regional Sales Managers (RSM) to facilitate the transition of current customers to our robotics solutions, supporting the TM joints in developing business in this space. + **Pipeline Management:** Skillfully oversee the customer pipeline, which encompasses various clinical and non-clinical stakeholders. Maintain timely follow-ups and progress deals with strategic engagement. Foster effective collaboration with internal stakeholders, including cross-functional leaders and leadership, to facilitate deal advancement. + **Stakeholder Engagement:** Engage and manage multiple internal stakeholders, including Supply Chain, Regulatory Affairs, Legal, and Finance, to ensure seamless integration of new initiatives. + **Negotiation Expertise** : Serve as a negotiation expert at the C-Suite level, shaping deals that align with our strategic objectives. + **Knowledge Development** : Build knowledge of hospital purchasing processes and establish key relationships to strengthen partnerships. + **Clinical Knowledge** : Utilize clinical expertise to effectively sell our core joints portfolio and technology + **Performance Monitoring** : Track and report on sales performance metrics, providing insights on the effectiveness of strategies implemented. + **Pricing Strategy** : Collaborate with the Pricing Department to establish and oversee a competitive pricing strategy for VELYS while analyzing market data to inform pricing decisions. + **Finance Collaboration** : Collaborate with the finance team on contracting, structuring deals, and ensuring financial sustainability. Develop understanding of JJFC, Op Co, and DLL leasing practices. + **GTM Strategy Input** : Provide input for the evolution of the go-to-market (GTM) strategy, including leasing and contracting considerations. + **Tender Input** : Provide commercial input and feedback related to tender submissions and overall strategy. + **Deal Tool Expertise** : Act as the expert and owner of “deal tool”, ensuring effective use across the team. + **Capital FOL Data Entry** : Manage data entry for assigned accounts in the Capital FOL system. **Qualifications:** + **Education** : Bachelor’s degree in Business Administration, Marketing, or a related field; advanced degree preferred. + **Experience** : A minimum of 5 years of medical device sales experience is required, with capital sales experience being highly preferred. + **Market Knowledge** : Familiarity with the Polish healthcare market, especially in orthopedics and knee reconstruction products. + **Communication Skills** : Strong interpersonal and communication skills for engaging with clinical and non-clinical stakeholders. + **Negotiation Skills** : Excellent commercial acumen and negotiation skills with a successful track record in contract negotiation with healthcare institutions. + **Leadership** : Strong leadership skills with experience in managing teams and cross-functional collaboration. + **Analytical Skills** : Competence in managing data and analyzing customer pipelines for impactful decision-making. + **Travel Requirement** : Ability to travel up to 75% as required. + **Stakeholder Engagement** : Exceptional communication skills, both written and verbal, with the ability to engage diverse stakeholders effectively. **Geographic Coverage:** This role will cover specific regions of the Polish market, with three BDM positions available. Candidates should be prepared for travel and regional engagement as necessary to maximize impact. **What We Offer:** + Opportunity to drive significant growth in a critical business area. + A collaborative and innovative work environment. + Comprehensive training and development in advanced technologies and sales strategies. This position is essential for ensuring we deliver on our promise of enhanced patient outcomes and economic sustainability while providing excellent support during the transition to robotics. Join us in revolutionizing orthopedic care in Poland!