Sales Manager (Surgery) - Central

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:

People Leader

All Job Posting Locations:

Petaling Jaya, Selangor, Malaysia

Job Description:

Supervises individual contributors and/or Supervisors, and is accountable for conducting effective performance management. Coordinates processes and assignments for supervisors and individual contributors to achieve sales goals. Communicates information throughout the clinical sales area to ensure employees stay well-informed on product knowledge, launches, policies, and guidelines. Contributes to the development and execution of powerful selling strategies and strategic sales plans to help achieve overall sales goals and objectives. Demonstrates product and procedural knowledge; clinical and procedural excellence, product expertise, and new product introduction experience. Supervises customer acquisition and retention process from identifying potential customers to maintaining positive relationships with existing customers. Advises team on policies and procedures to ensure compliance and achievement of the organization's sales objectives for their designated area. Responsible for managing operational aspects of their team (e.g., workflow, performance, and compliance), as well as ensuring achievement of team goals within expected standards. Understands and applies Johnson & Johnson’s Credo and Leadership Imperatives in day-to-day interactions with team. Job is eligible for sales incentive / sales commissions.

The Sales Manager (Surgery – Central) is responsible for leading a high-performing sales team to drive growth across the full Surgery portfolio (Wound Closure, Biosurgery, Endomechanical & Energy). 

This role requires strong commercial leadership, clinical credibility, and strategic account management, with a focus on driving adoption of advanced surgical technologies and strengthening relationships with key hospital stakeholders and surgeons.
Key Responsibilities

1. Business & Sales Performance

• Deliver and exceed monthly, quarterly, and annual sales targets for the assigned territory

• Drive portfolio growth across multiple franchises (Wound Closure, Biosurgery, Endomechanical, Energy)

• Develop and execute territory business plans and account strategies

• Identify growth opportunities (conversion, new procedures, new accounts)

2. Team Leadership & Coaching

• Lead, coach, and develop a team of Sales Representatives / Product Specialists

• Drive performance management and capability building (selling skills, product knowledge, clinical understanding)

• Provide field coaching, joint calls, and structured feedback

• Build a culture of accountability, collaboration, and execution excellence

3. Key Account & Stakeholder Management

• Manage strategic hospital accounts and group-level partnerships

• Build strong relationships with: 

• Surgeons (especially in OR settings) 

• Procurement & value committees 

• Hospital management (C-suite, finance, BD) 

• Lead contracting, tenders, and value-based discussions (e.g., pricing, QPP)

4. Clinical & OR Engagement

• Demonstrate strong operating theatre (OT) presence and credibility, supporting team in complex cases

• Engage surgeons with procedure-level insights and product positioning

• Ensure team can operate effectively in high-pressure clinical environments

5. Strategic Execution & Market Development

• Drive new product introduction (NPI) adoption and competitive conversions 

• Translate marketing strategy into field execution plans

• Monitor competitor activity and develop counter-strategies

• Support KOL engagement, workshops, and capability-building initiatives

Core Competencies

• Strong commercial acumen & track record of achieving targets

• Excellent stakeholder management and negotiation skills 

• Ability to engage and influence surgeons and hospital decision-makers 

• Strong analytical thinking and problem-solving skills

• Proven ability to work in high-pressure clinical environments (OT exposure)

 

 

Required Skills:

 

 

Preferred Skills:

Business Development, Communication, Customer Centricity, Developing Others, Healthcare Trends, Inclusive Leadership, Leadership, Market Knowledge, Market Research, Objectives and Key Results (OKRs), Presentation Design, Sales, Solutions Selling, Strategic Sales Planning, Sustainable Procurement, Talent Management, Team Management, Vendor Selection