Business Development Manager Spine

Job 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 Sales Job Sub Function: Capital Sales -- MedTech (Commission) Job Category: People Leader All Job Posting Locations: Norderstedt, Schleswig-Holstein, Germany Job 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 ap