Description
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Job Function:
MedTech SalesJob Sub Function:
Capital Sales -- MedTech (Commission)Job Category:
People LeaderAll Job Posting Locations:
Norderstedt, Schleswig-Holstein, GermanyJob Description:
DePuy Synthes is recruiting for a(n) Business Development Manager Spine, located in Norderstedt, Germany.
Be the growth driver for Velys Spine robotics launch in Germany. You will translate strategy into execution—building the growth plan, sharpening the value story, and enabling the field to win key accounts and delight customers. Together with Sales leadership, Product Marketing, and the Velys Joints team, you will align priorities, resources, and investments to accelerate adoption and deliver measurable impact.
Key Responsibilities
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 Reps, 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
Commercial strategy & pricing
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
Stakeholder & matrix leadership
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
Lead through influence by aligning Sales, Product Marketing, Medical/Clinical, Operations, and Finance around shared priorities and clear account plans
Enable the field organization through joint customer calls/visits, objection handling, and best-practice sharing to drive adoption, customer satisfaction, and retention
Co-create the robotics strategy with Velys Joints by sharing best practices, coordinating site prioritization, and aligning customer-facing playbooks across the Velys ecosystem
What You Bring
Personality & mindset
Entrepreneurial mindset and a high level of ownership
Strong customer focus and solution orientation
Confident, persuasive presence – including with senior decision-makers
Curiosity, willingness to learn, and enjoyment of building new markets
Strategic thinker who can connect long-term direction with short-term priorities and make clear trade-offs
Comfortable in a try-and-learn culture—testing ideas quickly, learning from feedback, and improving through iteration
Experience & functional expertise
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
Working style & skills
Structured, data-driven, and goal-oriented working style
Strong closing skills, confident negotiation, and a hands-on execution focus
Very good presentation and communication skills
Confident user of MS Office, especially Excel and PowerPoint
Comfortable working with digital tools (CRM, analytics dashboards, and digital enablement platforms) and explaining software-enabled workflows to clinical and non-clinical stakeholders
Proven track record leading complex, cross-functional initiatives and influencing stakeholders in a matrix organization
Qualifications & role requirements
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%)
What We Offer
Above-average compensation
An exciting corporate environment with national and international development opportunities
Attractive market dynamics, growth focus, and multiple new product launches
Company pension scheme
Developing our people is central to our culture. If you’re driven to grow, take on responsibility, and make an impact in a truly international environment, you’ll find the right platform with us. We support you with thorough onboarding, role-relevant training, and strong development opportunities—nationally and internationally—paired with attractive compensation and above-average benefits. We also offer programs that support early careers and long-term development, while enabling a healthy balance between family and work.
Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
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#DePuySynthesCareers
Required Skills:
Preferred Skills:
Brand Positioning Strategy, Commercial Awareness, Competitive Landscape Analysis, Compliance Management, Confidentiality, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Opportunity Assessment, Project Integration Management, Sales Enablement, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Team Management, Vendor SelectionThe anticipated base pay range for this position is:
€76,100.00 - €122,705.00Benefits:
In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer 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. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.
*This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.
