Description
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 SalesJob Sub Function:
Capital Sales -- MedTech (Commission)Job Category:
People LeaderAll Job Posting Locations:
Markham, Ontario, Canada, Remote (Canada)Job Description:
About Orthopaedics
Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
Are you passionate about improving and expanding the possibilities of Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.
Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech
We are searching for the best talent for a Business Development Manager – VELYS Spine to join our Canadian Orthopaedics team. The territory covers all of Canada. This position is remote based within Canada with the ideal candidate residing near a major airport.
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.
Purpose:
The Business Development Manager (BDM) – VELYS Spine, is responsible for leading the national commercial strategy, capital sales execution, and adoption of the DePuy Synthes VELYS Active Robotic Assistance spine platform across Canada. This role is focused on driving complex, high-value capital partnerships with hospitals and health systems through the successful execution of large-scale, high-investment capital equipment transactions.
The BDM leads the end-to-end sales process for VELYS Active Robotic Assistance, engaging executive, clinical, operational, procurement, and hospital foundation stakeholders to communicate compelling clinical, operational, and economic value. This role requires advanced capital selling expertise, strong business acumen, and the ability to accelerate complex healthcare capital sales cycles by aligning stakeholders early, navigating procurement efficiently, and removing barriers to adoption.
In partnership with cross-functional teams, this individual will execute national growth strategies, accelerate market penetration, and support the long-term success of the VELYS Active Robotic Assistance platform across Canada.
You will be responsible for:
- Lead and execute national VELYS Active Robotic Assistance capital sales strategies, including development and closure of large-scale, enterprise-level capital equipment opportunities across Canada. (40%)
- Drive strategies to shorten complex capital sales cycles through proactive stakeholder alignment, executive engagement, disciplined opportunity management, and early identification of procurement and funding pathways. (20%)
- Partner with Legal, HCC, Finance, Pricing, Contract Execution, Supply Chain, and Commercial Leadership teams to structure and execute complex commercial agreements aligned to the VELYS Active Robotic Assistance go-to-market strategy. (15%)
- Present and demonstrate the clinical, operational, and economic value proposition of the VELYS Active Robotic Assistance platform to surgeons, hospital leadership, procurement groups, executive decision-makers, and hospital foundation stakeholders. (15%)
- Identify and eliminate commercial, operational, and administrative barriers that delay capital purchasing decisions and implementation timelines. (5%)
- Develop capital selling best practices, capability-building initiatives, and commercial playbooks to improve execution consistency and deal velocity across the sales organization. (5%)
Other Responsibilities:
- Lead strategic account engagement efforts and align executive, clinical, operational, procurement, and hospital foundation stakeholders to drive successful capital sales outcomes.
- Serve as the commercial lead for Spine capital deal requests, ensuring alignment with business objectives, compliance standards, and approval requirements.
- Collaborate closely with Marketing, Commercial Education, Commercial Strategy Managers and Professional Education teams to support surgeon engagement and platform adoption initiatives.
- Assess competitive market dynamics, customer purchasing behavior, and healthcare trends to strengthen commercial positioning and support strategic decision-making.
- Provide regular updates to senior leadership regarding pipeline progression, forecast accuracy, business risks, and strategic priorities.
- Participate in national sales planning, forecasting activities, and product commercialization planning.
Qualifications:
Required:
- Minimum of a university/bachelor’s degree or equivalent.
- Minimum of 6 years of capital sales experience.
- Proven skills in selling capital equipment with record of success as demonstrated by sales target achievement over a period of time.
- Proven expertise navigating hospital procurement environments, capital committee structures, executive decision-making processes, and hospital foundation funding pathways.
- Strong executive presence with the ability to influence C-suite stakeholders, surgeons, procurement leaders, foundation executives, and healthcare administrators.
- Demonstrated ability to shorten complex healthcare capital sales cycles while maintaining strong commercial outcomes and customer alignment.
- Extensive experience working with hospital foundations and philanthropic funding partners to support capital equipment acquisition and healthcare infrastructure investments.
- Experience developing business cases, ROI analyses, and value-based selling strategies.
- Must be proficient with standard computer applications, MS Office, etc.
- A valid driver’s license.
- Up to 60% domestic Canada travel may be required.
Preferred:
- Experience in spine, robotics, navigation, enabling technologies, or capital medical device sales.
- Strong understanding of the Canadian healthcare landscape, hospital procurement processes, and capital budgeting environments.
- Highly collaborative leader with the ability to work cross-functionally in a matrixed commercial organization.
The expected base pay range for this position is $94,000 to $162,150 CAD.
AI Usage Disclosure
The Company uses Artificial Intelligence in its assessment of applicants.
Vacancy Disclosure
This job posting is for an existing position.
Accessibility for Ontarians with Disabilities Act
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.
#LI-JS3
#LI-remote
Required Skills:
Capital Equipment Sales, Complex Sales, Executive Presence, Hospital ExperiencePreferred Skills:
Robotics, Spine Surgery