Sales Specialist - DePuy Synthes Joints - South East Wales

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Job Description

Johnson & Johnson family of Companies is comprised of more than 250 operating companies in 57 countries employing 117,000 people. Our companies develop and market products in three business segments:  CONSUMER, MEDICAL DEVICES & PHARMACEUTICALS and we turnover in excess of $91 Billion.


Johnson & Johnson Medical Companies produce a broad range of innovative products and solutions used primarily by health care professionals in the fields of orthopaedics, neurological disease, infection prevention, cardiovascular disease, and aesthetics. As the most comprehensive devices business in the world, Johnson & Johnson Medical Devices is best suited to serve evolving customer needs, train more surgeons to improve standards of care, and treat more patients globally as access expands.


We are recruiting a Sales Specialist for our DePuy Synthes Joints business covering the South East Wales .

Role Purpose:

Achieve agreed objectives and sales targets as outlined in the annual performance cycle.

Within allocated geographical region, interact and promote products to key customers and stakeholders in secondary care. Takes the lead in managing the Specialty customer.

Manage territory through the development of comprehensive business plans.  Focus on highest value opportunities to grow and develop new business including taking competitor share and the adoption of new technologies whilst maintaining key customers and core business.

Manage and develop accounts and own the relationship between the Company and the customer, ensuring efficient alignment of all efforts to maximise impact of all activities driving growth.

Work with Regional Sales Manager and other colleagues to define commercial requirements to grow and protect our business.

Ensure key insights from the external marketplace are appropriately shared internally to shape future business plans.

Ensure competence in procedural focus area and product portfolio.

Act as an ambassador for Johnson & Johnson Medical Devices aligned to our Credo.


Key areas of responsibility:

Account Planning

Analyse and interpret account strategies and plans utilizing key systems and data, both internally and externally, where appropriate to gain a broad understanding of the business environment and insights in to account needs

Develop, deploy and maintain tactical account business plans that align to business and customer objectives to deliver agreed objectives

Prepare appropriate plans to meet with customers (with contingencies) in order to deliver on account plans and milestones

Prepare presentations for meetings as appropriate


Prepare presentations for meetings as appropriate

Build strong networks of relationships that enable the identification of mutually beneficial opportunities to sell key technologies in the surgical procedural environment

Present brand value propositions and value-added customer solutions to positively influence buying behaviours


Work collaboratively with colleagues across Johnson & Johnson Medical Devices to deliver business plan 

Collaborate with other Sales Specialists and commercial teams to deliver coordinated approach where applicable

Respond to requests for support from other customer facing colleagues and proactively share information and insights where customer may be shared across via the customer relationship management system

Contribute and collaborate with colleagues in regional team to work collaboratively towards regional business planning goals

Professional Education and Marketing

Leadership of customer training activities

Partner with Professional Education to develop and maintain associated KOL relationships as well as championing the effective use of the Company’s comprehensive Professional Education offering

Clinical Expertise

Understand technical information pertinent to the procedure and product platform

Maintain up-to-date market and industry knowledge


Skills and competencies required:

Strong Selling & Negotiating skills

Ability to effectively plan

Excellent communication skills –written, spoken and presentation ability

Excellent commercial acumen

Influencing and business partnering skills – understands stakeholders requirements, ability to analyse requirements and develop strategies that drives the adoption of technologies and become a trusted business advisor providing solutions

Ability to build trust with customers by asking probing questions that helps the customer achieve their objectives, acting in a consultative manner

Effectively utilise the Company’s selling tools (Integrity Selling)

Continual learning utilising the internal training modules

Maintain deep clinical expertise in procedure and product knowledge

Networking – proactive in business situations; expands network continually; comfortable in meeting new people and stimulating conversation

Collaborating and teaming – team player, actively engages and collaborates across functional boundaries.

Drive and tenacity and a strong winning spirit

Information Technology skills


Education & Experience:

Understanding of the external secondary care environment

Proven successful track record in selling, ideally within the Medical Devices sector

Degree desirable

ABPI (where appropriate)

Key Compliance:

Act as a role model for J&J Credo values at all times.  Demonstrate honesty and ethical behaviour in all areas of responsibility

Maintain thorough familiarity with your detailed personal Health & Safety responsibilities as described in the Company’s Health & Safety policy

Adherence to UK Safe Fleet Policy

Adherence to Healthcare Compliance Policies

Adherence to all Company policies and necessary training and development requirements within required time frames

Ensure compliance to the Company’s product complaint process

Willingness to travel, and attend meetings as required


In order to achieve our set goals & targets, we must all lead using our Leadership Imperatives and achieve our Leadership Performance Standards:

LIVE OUR CREDO:  Demonstrate and inspire the behaviours that reinforce Our Credo.

CONNECT:  Collaborate internally and externally in order to develop insights to drive innovation

SHAPE:  Driving meaningful innovation through our insights to meet unmet needs and generate value and solutions for our customers. In order to do this we must be bold and courageous in challenging the status quo and adapting to change.

LEAD: Everyone is a leader and is accountable for their own development and that of others. We must leverage diversity and ensure we have open and constructive conversations. 

DELIVER: Is “HOW” we accomplish our business results.  We must focus on our ability to inspire and mobilize people; empowering them to act boldly with speed and agility, to do even more than they thought they could.


Primary Location
United Kingdom-Wales-Cardiff-
Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)
Job Function
Requisition ID