Business Development Manager Spine

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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

Business Development Manager (m/f/d)

Business Development Manager (m/f/d) This is a field‑based role available in Germany (country‑wide). Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics 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, 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.

What makes our team special DePuy Synthes is characterized by a strong innovative character. Team spirit, the right mindset and an open culture are what make our team successful and satisfied. We value people with team spirit who take responsibility and move forward in an innovative and solution‑oriented manner. Would you also like to help shape the future with your commitment and passionately advance big ideas? Then become part of our team!

Purpose: We’re looking for a collaborative leader with strong character—someone who takes ownership, brings fresh ideas, and turns strategy into results. 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 VelysSpine 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 VelysSpine 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 VelysJoints by sharing best practices, coordinating site prioritization, and aligning customer‑facing playbooks across the Velys ecosystem

What You Bring

• 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%)

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If, as part of your application, you would like the involvement or support of the representative body for employees with severe disabilities, please inform us during the initial contact by our Talent Acquisition team.

GERMAN Interne Stellenausschreibung 28.7.-

Business Development Manager (d/m/w) Einsatzort: Deutschland (Außendienst, Reisetätigkeit zu Kunden/Standorten erforderlich). Johnson & Johnson hat verkündet, sich vom orthopädischen Geschäftsbereich zu trennen, um ein eigenständiges Orthopädie-Unternehmen zu gründen, das unter dem Namen DePuy Synthes operiert. Der Prozess der geplanten Trennung wird voraussichtlich innerhalb von 18 bis 24 Monaten abgeschlossen sein, vorbehaltlich gesetzlicher Anforderungen, einschließlich Konsultationen mit Betriebsräten und anderen Arbeitnehmervertretungen, behördlicher Genehmigungen und anderer üblicher Bedingungen und Genehmigungen. Wenn Sie diese Position annehmen, wird erwartet, dass Sie nach Abschluss der Abspaltung ein Mitarbeiter von DePuy Synthes sind und Ihr Arbeitsverhältnis den Beschäftigungsprozessen, Programmen, Richtlinien und Leistungsplänen von DePuy Synthes unterliegt. In diesem Fall werden Ihnen die Details etwaiger geplanter Änderungen von DePuy Synthes zu gegebener Zeit mitgeteilt und unterliegen gegebenenfalls erforderlichen Konsultationsprozessen. Was unser Team ausmacht: DePuy Synthes ist geprägt durch einen starken Innovationscharakter. Teamgeist, das richtige Mindset und eine offene Kultur machen den Erfolg und die Zufriedenheit unseres Teams aus. Wir schätzen Charakterköpfe mit Teamgeist, die Verantwortung übernehmen, sowie innovativ und lösungsorientiert voranschreiten. Möchtest Du auch mit Deinem Engagement mitgestalten sowie mit Leidenschaft große Ideen voranbringen? Dann werde Teil unseres Teams! Ziel der Rolle Wir suchen eine kollaborative Führungskraft mit starkem Charakter – jemanden, der Verantwortung übernimmt, frische Ideen einbringt und Strategie in Ergebnisse umwandelt. Seien Sie der Wachstumstreiber für den Start der Velys Spine Robotik in Deutschland. Sie werden Strategie in die Umsetzung umsetzen – den Wachstumsplan aufbauen, die Wertgeschichte schärfen und dem Bereich ermöglichen, Schlüsselkunden zu gewinnen und Kunden zu begeistern. Gemeinsam mit der Vertriebsleitung, dem Produktmarketing und dem Velys Joints-Team werden Sie Prioritäten, Ressourcen und Investitionen ausrichten, um die Einführung zu beschleunigen und messbare Wirkung zu erzielen. Ihre Aufgaben & Verantwortlichkeiten: Managen Sie die nationale Wachstumsstrategie von Velys Spine in Deutschland (Segmentierung, Zielkonten, Ziele und Umsetzungsroadmap) Halten Sie den Fokus auf definierte Kundensegmente, indem Segmentierung in klare Ziellisten und Wertversprechen für jedes Prioritätssegment übersetzt wird (z.B. robotikbereite Zentren, strategische Rückgratkonten) Steuern und kontopriorisieren Sie durch Marktkartierung und Datenanalysen vorantreiben, um Zeit, Budget und Feldressourcen auf die wertstärksten Chancen zu konzentrieren Managen Sie Chancen durch definierte Verkaufsphasen – von der Qualifikation über das Angebot, Verhandleln Sie bis zum Abschluss – mit strenger CRM‑Hygiene, Prognosegenauigkeit und klaren nächsten Schritten Treiben Sie gemeinsam mit Vertriebsleitung, Vertriebsmitarbeitern und Account Managern Erfolgspläne für vorrangige Deals voran, um Hürden zu beseitigen, Entscheidungen zu beschleunigen und langfristige Kundenzufriedenheit zu sichern Führen Sie die Marktvorbereitung für den Start der Velys Spine‑Robotics, einschließlich Startmeilensteine, Bereitschaftsbewertung, und funktionsübergreifender Koordination Entwickln Sie den lokalen Business Case und Investitionsplan (Volumenannahmen, Wertangabe, ROI und Risikominderung) und stimmen Sie die Ressourcenallokation mit der regionalen Governance ab Kommerzielle Strategie & Preisgestaltung Gestalten Sie das Go‑to‑Market-Modell mit Vertriebsführung (Abdeckung, Key‑Account‑Ansatz, und Launch‑Playbooks) Übernehmen Sie den Verkaufszyklus von Kapitalanlagen für Robotik, einschließlich Multi‑Stakeholder‑Verkauf, klinische und wirtschaftliche Fallentwicklung, Beschaffungsabstimmung und disziplinierter Deal‑Progression Treiben Sie den Marketingmix (4Ps) voran, indem Sie mit lokalem und regionalem Produktmarketing und Vertrieb zusammenarbeiten, um das richtige Produktangebot und Nachweis, Preis‑ und Wertleiter, Platz (Abdeckung/Kanal und Account‑Targeting), und Promotion (Kampagnen, Bildung, und Startaktivitäten) für den deutschen Markt zu definieren Entwickeln Sie strategische Preis‑ und Wertleitern für Kapital, Verbrauchsgüter, und Implantate, einschließlich Rabatt‑Leitplanken und Rentabilitätszielen Definiere Service-, Software-, und Wartungspreisstrategie für das Robotikprogramm (Bündel, Vertragsbedingungen, Verlängerungen, und kommerzielle Governance) Lead tender und Projektgeschäft ... (fortsetzen der Originaltext)

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.
• 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.
• 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.

Salary

The anticipated base pay range for this position is: €76,100.00 - €122,705.00

Equal‑Opportunity Statement

DePuy Synthes ist ein Arbeitgeber, der Chancengleichheit bietet. Wir feiern Vielfalt und setzen uns dafür ein, ein inklusives Umfeld für alle Mitarbeitenden zu schaffen. Sollten Sie im Rahmen Ihrer Bewerbung die Einbeziehung bzw. Unterstützung der Schwerbehinderten‑Vertretung wünschen, so informieren Sie uns bei der ersten Kontaktaufnahme durch unser Talent Acquisition-Team – vielen Dank.

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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 Do Not Sell or Share My Personal Information Limit the Use of My Personal Information