Regional Sales Manager - Spine

Position Summary

The Regional Sales Manager is responsible for leading a high-performing sales team to achieve commercial objectives and accelerate growth across a designated region. This role drives the execution of the Clinical Sales strategy, develops strong relationships with key surgeons and healthcare stakeholders, and ensures the effective adoption of Johnson & Johnson MedTech solutions.

The Regional Sales Manager provides leadership, coaching, and strategic direction to the sales organization while collaborating closely with Marketing, Professional Education, Commercial Excellence, and other cross-functional partners. Through strong business acumen and market expertise, the role identifies growth opportunities, develops regional business plans, and fosters a culture of accountability, customer focus, and continuous improvement.

This position is eligible for sales incentives and commission-based compensation.

Key Responsibilities

Commercial Leadership & Business Performance

• Develop and execute regional sales strategies aligned with franchise and organizational objectives.

• Deliver regional sales, market share, and profitability goals through effective business planning and execution.

• Identify opportunities to accelerate growth through new customer acquisition, account penetration, and solution adoption.

• Analyze market trends, competitive activity, customer insights, and business performance metrics to inform sales strategies and business decisions.

• Maintain a strong understanding of evolving healthcare landscapes and changing market dynamics.

Team Leadership & Talent Development

• Lead, coach, and develop a high-performing sales team to achieve individual and regional objectives.

• Establish clear performance expectations and provide ongoing feedback, coaching, and development opportunities.

• Support talent development, succession planning, and capability-building initiatives across the region.

• Foster a culture of collaboration, accountability, inclusion, and continuous improvement.

• Coach team members on customer engagement, clinical selling, account planning, and territory management.

Customer & Stakeholder Engagement

• Build and maintain strategic relationships with key surgeons, healthcare professionals, procurement stakeholders, and healthcare administrators.

• Partner with customers to understand clinical and business needs and develop tailored solutions that improve patient outcomes.

• Support complex sales opportunities and strategic account discussions within the region.

• Collaborate with learning centers, professional education programs, and key opinion leaders to strengthen customer engagement and drive product adoption.

• Ensure a consistent and exceptional customer experience across all interactions.

Strategic Execution

• Lead the implementation of innovative programs and initiatives that advance commercial effectiveness and sales capabilities.

• Oversee regional projects, processes, and programs to support execution excellence.

• Partner with Marketing, Medical Affairs, Professional Education, Finance, and Commercial Excellence teams to drive integrated business plans.

• Ensure compliance with all company policies, regulatory requirements, and healthcare industry guidelines.

Leadership Expectations

• Demonstrate Johnson & Johnson's Credo values and Leadership Imperatives in all business activities and decision-making.

• Promote an environment where innovation, integrity, and customer focus drive business success.

• Champion diversity, equity, inclusion, and employee development across the team.

Qualifications

Required

• Bachelor's degree or equivalent experience.

• Proven success in Medical Device Sales, Healthcare Sales, Surgical Sales, or a related commercial field.

• Demonstrated sales leadership experience, including coaching and developing high-performing teams.

• Strong understanding of strategic selling, account management, and territory planning.

• Experience building relationships with surgeons and key healthcare stakeholders.

• Strong business acumen with the ability to analyze data and translate insights into actionable strategies.

• Excellent communication, presentation, negotiation, and influencing skills.

• Ability to travel extensively within the assigned region.

Preferred

• Experience leading teams within the MedTech, Medical Devices, or Healthcare industry.

• Knowledge of surgical procedures, operating room environments, and healthcare systems.

• Experience managing complex hospital accounts and procurement processes.

• Experience leading product launches and commercial transformation initiatives.