Remote Capital MedTech Key Account Manager

Antler; Richmond (VA); On-site; USD 114,000 - 183,000; Full time

Benefits offered by this job

Company car

Benefits package

Retirement plan

Job summary

Johnson & Johnson MedTech Surgery is seeking a Capital Key Account Manager to own end-to-end capital sales in the East US territory, selling the DUALTO System to flagship hospitals and IDNs. This field-based role demands strategic planning, financial acumen, and executive-level engagement.

You will lead demonstrations, structure deals, and coordinate with marketing, field sales, and service teams to drive installations and adoption across complex healthcare environments.

Qualifications

• Requires minimum bachelor’s degree and 8+ years in capital sales.
• Demonstrated experience delivering ROI-driven business cases to hospitals/IDNs.
• Proven ability to engage C-suite stakeholders in capital governance and approvals.
• Experience structuring creative, financially optimized capital agreements.
• Track record leading high-impact technical/clinical demos that convert to wins.

Responsibilities

• Partner with US Marketing and Field Sales to build a strategic targeting plan.
• Present realistic sales forecasts to sales management.
• Build DUALTO brand and relationships at surgeons, nursing, service line admins, and supply chain levels.
• Structure and negotiate capital deals including rental, subscription, bundles, and financing models.
• Collaborate with KAMs, RSM, clinical, service, and finance teams for seamless installations.
• Maintain advanced product, market, and competitive knowledge for differentiation.
• Apply CRM and digital tools to ensure forecast accuracy.
• Lead product, technical and clinical demonstrations to drive adoption.
• Hand-off implementation of post-sales installation and adoption protocols.
• Develop expert level product knowledge and monitor industry trends.
• Work with internal Johnson & Johnson teams to partner effectively.

Skills

Capital sales

ROI analysis

C-suite engagement

Capital contracts

Demonstrations

CRM sales management

Learning agility

Regulatory compliance

Travel readiness

Education

Bachelor’s degree

Job description

Johnson & Johnson MedTech Surgery is seeking a Capital Key Account Manager to own end-to-end capital sales in the East US territory, selling the DUALTO System to flagship hospitals and IDNs. This field-based role demands strategic planning, financial acumen, and executive-level engagement.

You will lead demonstrations, structure deals, and coordinate with marketing, field sales, and service teams to drive installations and adoption across complex healthcare environments.