District Account Manager - VELYS

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:

Clinical Sales – Surgeons (Commission)

Job Category:

Professional

All Job Posting Locations:

Chennai, Tamil Nadu, India, Cochin, Kerala, India

Job Description:

About DePuy Synthes

At DePuy Synthes, we are transforming orthopaedic care through intelligent technologies, data-driven insights, and robotic-assisted surgery. As part of Johnson & Johnson MedTech, we are committed to advancing patient outcomes through innovation, education, and clinical excellence.

This is an exciting opportunity to work with industry-leading robotic and digital surgery platforms, collaborate with renowned surgeons, and contribute to the adoption of next-generation surgical technologies. We provide world-class training, professional development, and a dynamic environment where high performers can build a rewarding career.

Position Summary

The District Account Manager – Digital Surgery is responsible for driving adoption and utilization of Digital Surgery solutions, including robotic-assisted surgery platforms, navigation technologies, and data-enabled surgical workflows within the assigned territory.

The role focuses on executing surgeon conversion strategies, developing customer partnerships, supporting clinical excellence, and achieving sales and utilization targets. The District Account Manager will collaborate closely with Joint Reconstruction sales teams, marketing, clinical specialists, and hospital stakeholders to accelerate the adoption of Smart Surgery solutions.

Key Responsibilities

Business Development & Sales Growth

• Drive sales growth and market expansion of Digital Surgery solutions within the assigned territory.
• Develop and execute strategic account plans to increase adoption of robotic-assisted surgery technologies.
• Identify, prioritize, and convert target surgeons, hospitals, and healthcare systems through structured conversion plans.
• Achieve or exceed assigned sales, utilization, and market development targets.
• Build a sustainable pipeline of opportunities and maintain accurate forecasting.

Surgeon Engagement & Customer Development

• Establish strong relationships with key orthopaedic surgeons, hospital administrators, theatre managers, and clinical teams.
• Drive surgeon conversions through evidence-based discussions, clinical value propositions, and workflow optimization.
• Support surgeon onboarding and adoption programs to ensure successful technology implementation.
• Act as a trusted advisor to customers by demonstrating clinical, operational, and economic value.

Clinical & Technical Support

• Provide in-theatre support during robotic-assisted procedures and technology-enabled surgeries.
• Deliver product demonstrations, workshops, and educational programs for surgeons and operating room staff.
• Ensure customers are trained and confident in the utilization of Digital Surgery technologies.
• Collaborate with Clinical Specialists to maximize utilization and customer satisfaction.

Strategic Account Management

• Develop territory business plans aligned with regional and national objectives.
• Monitor competitive activities, market trends, and customer needs to identify growth opportunities.
• Drive capital equipment opportunities through effective stakeholder engagement and value-based selling.
• Support contract negotiations, business reviews, and technology utilization assessments.

Cross-functional Collaboration

• Partner closely with Joint Reconstruction Sales, Marketing, Clinical Education, Professional Education, and Service teams.
• Support product launches, customer education initiatives, and strategic marketing programs.
• Contribute to best-practice sharing and continuous improvement initiatives across the Digital Surgery business.

Key Performance Indicators (KPIs)

• Achievement of Digital Surgery sales targets.
• Surgeon conversion and adoption metrics.
• Robotic utilization growth.
• New account acquisition and account penetration.
• Customer satisfaction and retention.
• Market share growth within assigned territory.
• Training and education program effectiveness.
• Forecast accuracy and pipeline development.

Qualifications & Experience

Essential

• Bachelor's degree in Life Sciences, Biomedical Engineering, Physiotherapy, Healthcare, Business, or related discipline.
• Demonstrated success in medical device, healthcare technology, orthopaedics, or capital equipment sales.
• Strong presentation, negotiation, and relationship management skills.
• Ability to work effectively in a fast-paced and highly technical environment.
• Strong business acumen and analytical mindset.
• Excellent verbal and written communication skills.

Preferred

• Experience in Orthopaedics, Joint Reconstruction, Surgical Navigation, Robotics, Digital Health, or Operating Theatre environments.
• Experience supporting surgeons during surgical procedures.
• Knowledge of robotic-assisted surgery technologies and healthcare digital transformation.
• Experience influencing multiple stakeholders in complex hospital sales environments.

Desired Competencies

• Strategic Thinking
• Customer Centricity
• Commercial Excellence
• Technical Aptitude
• Clinical Credibility
• Influencing & Negotiation Skills
• Problem Solving
• Collaboration & Teamwork
• Adaptability and Resilience
• Results Orientation

Required Skills:

Preferred Skills:

Account Management, Business Behavior, Collaboration, Cultural Competence, Customer Analytics, Customer Centricity, Execution Focus, Healthcare Trends, Issue Escalation, Market Knowledge, Market Research, Medical Technology, Sales, Sales Support, Solutions Selling, Sustainable Procurement, Vendor Selection