Sales Manager, Surgery (Multi-Franchise) – 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.

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Job Function

MedTech Sales

Job Sub Function

Clinical Sales – Surgeons (Commission)

Job Category

People Leader

All Job Posting Locations:

Kelantan, Malaysia, Perak, Malaysia, Petaling Jaya, Selangor, Malaysia, Terengganu, Malaysia

Job Description

Position Summary:

The Sales Manager, Surgery – Central Region leads the sales team and is accountable for commercial performance across Wound Closure (WC), Biosurgery, Endomechanical (EM) and Energy. The role translates business priorities into integrated territory and account plans, driving sustainable growth while ensuring focused execution for each franchise.

Combining commercial leadership, clinical understanding and strategic account management, the Sales Manager develops team capabilities, strengthens relationships with surgeons and hospital stakeholders, and drives adoption of surgical technologies. The role balances opportunities across the four franchises, aligning team priorities and resources to customer needs and business objectives.

• Business & Sales Performance
• Deliver monthly, quarterly and annual sales targets for the assigned region, with clear accountability for each franchise and the overall Surgery portfolio.
• Drive growth across WC, Biosurgery, EM and Energy, balancing franchise-specific priorities with coordinated account execution.
• Develop and execute territory business plans and account strategies, translating portfolio priorities into clear actions and regular progress reviews.
• Identify and prioritise growth opportunities through competitive conversions, new account development and increased adoption across relevant surgical procedures.
• Team Leadership & Coaching
• Lead, coach and develop Sales Representatives / Product Specialists to execute effectively across the four franchises.
• Set clear objectives, review performance and address development needs in selling skills, product knowledge and clinical understanding.
• Provide regular field coaching, joint customer calls and structured feedback to strengthen account planning and execution.
• Build a culture of accountability, cross-franchise collaboration and execution excellence, with clear ownership of customer and business priorities.
• Key Account & Stakeholder Management
• Lead strategic hospital account management and group-level partnerships, coordinating opportunities across all four franchises.
• Build and maintain relationships with key clinical and commercial stakeholders:
• Surgeons and operating theatre teams
• Procurement teams and value assessment committees
• Hospital leadership, finance and business development teams
• Lead contracting, tender submissions and value-based commercial discussions, including pricing and applicable commercial programmes.
• Clinical & Operating Theatre Engagement
• Demonstrate operating theatre (OT) competence and product knowledge to guide the team in appropriate product-related support, including complex cases.
• Engage surgeons in procedure-focused discussions that connect clinical needs with relevant product positioning across the portfolio.
• Prepare the team to work professionally and effectively in demanding OT environments while maintaining clear boundaries between product support and clinical decision-making.
• Strategic Execution & Market Development
• Drive new product introduction (NPI) adoption and competitive conversions through franchise-specific plans aligned with the regional account strategy.
• Partner with marketing teams to translate strategy into coordinated field execution plans across WC, Biosurgery, EM and Energy.
• Monitor market trends and competitor activity, and adapt account priorities and execution plans to address opportunities and risks.
• Support key opinion leader (KOL) engagement, workshops and capability-building initiatives aligned with customer needs and franchise priorities.
  

Key Requirements

Education & Experience:

• Bachelor’s degree in Science, Biomedical Science, Business or a related discipline.
• 5–8+ years of medical technology or medical device sales experience, preferably within Surgery or an OT-based portfolio.
• People management experience is a must, with demonstrated capability in coaching and developing sales teams.
• Medical devices background is a must.
  
  

Required Skills

Preferred Skills:

Business Development, Business Savvy, Customer Centricity, Healthcare Trends, Interpersonal Influence, Market Knowledge, Objectives and Key Results (OKRs), Presentation Design, Process Improvements, Revenue Management, Sales, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection