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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 (https://www.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:

Multi-Family MedTech Sales (No Commission)

Job Category:

Professional

All Job Posting Locations:

Abu Dhabi, Abu Dhabi, United Arab Emirates

Job Description:

About MedTech

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

About Surgery

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

We are searching for the best talent fo r Director of Growth.

Purpose:

At Johnson & Johnson MedTech, we are working to solve the world’s most pressing healthcare challenges through innovations at the intersection of biology and technology. We harness our deep expertise in surgery, orthopedics, vision, and interventional solutions to design healthcare solutions that are smarter, less invasive, and more personalized. The MedTech Surgery organization was recently established to combine Ethicon’s market-leading surgical portfolio with the Robotics & Digital Solutions portfolio. The MedTech Surgical organization is comprised of: Wound Closure & Healing and Biosurgery, Endo Mechanical and Energy, OTTAVA (Surgical Robotics), MONARCH (Flexible Robotics), and MedTech Digital.

This role is for a Director on the Growth and Engagement team in the Polyphonic team, J&J’s MedTech Digital team. The MedTech Digital Group is building digital solutions for JJMT, both standalone software and software to support our devices (e.g., Ottava, Dualto). This Director will serve as the account leader who will drive the Polyphonic hospital and partnership relationships in the UAE. The responsibilities include building and maintaining relationships with senior stakeholders who have already agreed to partner with J&J, build a target list of accounts that could be future Polyphonic customers and partners, working with MEA commercial teams to build and expand provider and partner relationships, and being the quarterback to take the potential health systems and other partners from initial conversations to signed partnership agreements. The role will also include working cross functionally with Polyphonic Customer Success team on account management and with the Polyphonic global Product and Partnerships teams as we shape the product to reflect what we are hearing from the health systems and how we can best address their needs.

The person who serves in this role will need to be able to manage complexity, represent J&J to C-Suite stakeholders at hospitals and health tech partners, have commercial/sales skill sets, work with senior stakeholders across J&J, and execute with precision in a cross-functional way. The role requires an understanding of digital solutions in healthcare and experience in commercializing or selling software to healthcare providers as well as experience working in the UAE.

You will be responsible for :

For the UAE, work with J&J country organizations to maintain up-to-date list of target customers and partners for Polyphonic Surgery and AI Lab based on criteria identified

• Segmentation of customers based on established criteria

• Maintain airtable/CRM of customer information, including account key stakeholders, mapping of relationships to that account, cloud coverage, J&J history, etc.

• Keep target account information updated, including adding news, touchpoints by other stakeholders, key innovation initiatives

Drive accounts from prospecting to close, project managing all involved functional and regional stakeholders to get to contract signature

• Continuously identify and nurture warm leads to Qualify the account for specific products/modules

• Be the voice of the MedTech Digital team in clarifying the value proposition of Polyphonic for customer, leading the customer presentations and demos

• Manage the process of moving customer through sales funnel, ensuring that process is followed and checkpoints achieved for each stage of the sales process

• Project manage functional involvement (eg Legal, Privacy) and regional involvement (SCM, digital regional team) for each account as it progresses

Build and manage stakeholder list of key external customers and influencers in region and develop deep relationships

• Nurture relationships with key decision makers and opinion leaders in the space

• Explore potential partners and liaise with Partnerships lead to surface high potentials

• Be the eyes and ears of customer needs and trends in region, feeding back information to G&E and product leaders

Represent the voice of the UAE customers in cross-functional discussions, helping to shape our customer-facing materials and product roadmap

• Support Marketing lead to develop customer-facing materials and demos, providing a view on what resonates

• Participate in Product-led conversations on roadmap and features that would be most valuable to our customers

Build and maintain process for sales funnel, both in initial Program as well as Commercial phases

• As we learn through the initial program, continuously document and improve the process by which we move customers through the funnel to contract signature

• Set up self-sustaining processes which are needed, eg compliant payments

• Support setup and updating of CRM/Airtable systems

• Support evolution of Contract frameworks needed as Polyphonic develops

• Adapt to the changing needs of the role as new product areas arise and will be the leader for UAE commercial activities related to MedTech Digital and Polyphonic.

Qualifications / Requirements:

Required Minimum Education : BS in Business, Marketing

Required Years of Related Experience: 7+ years of relevant experience is required

Required Knowledge, Skills and Abilities :

• Knowledge of software in healthcare

• Sales/Business Development experience

• Understanding of UAE healthcare institutions and stakeholder personas involved in selling software to healthcare providers

• Ability to work cross sector and influence without authority

• Outstanding communication skills; ability to mobilize an organization by setting a vision, providing clarity, and translating strategy into successful execution

• Shown tenacity and energy to inspire change; high tolerance for ambiguity and willingness to adapt to change

• Demonstrate strong leadership and interpersonal skills and be able to partner and influence across functions and organizations to drive business goals

• Travel approximately 30% mostly within the Middle East or to Santa Clara California, dependent upon business need

Required Skills:

Preferred Skills:

Consulting, Cross-Functional Collaboration, Customer Intelligence, Innovation, Market Expansion, Market Savvy, Medicines and Device Development and Regulation, Relationship Building, Representing, Sales, Sales Presentations, Sales Training, Solutions Selling, Strategic Sales Planning, Sustainable Procurement, Tactical Planning, Technical Credibility, Vendor Selection