Surgical Innovation Territory Manager

Johnson & Johnson

. Achieve the annual territory sales quota for key strategic brands and new product launches .

Posted 10/12/2026full-timeUnited StatesMid-LevelSenior💰 $114,000 - $182,850 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic selling and negotiation within the Spine and Biologics sectors, with a strong focus on new product introduction and territory management. Proven ability to lead teams, drive sales performance, and engage effectively with stakeholders while promoting diversity, equity, and inclusion.

Highest-signal resume keywords

Strategic SellingComplex Spine ExperienceNew Product IntroductionSales Performance AnalysisDiversity, Equity, and Inclusion Champion

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Execution StrategiesData Insights and MetricsProduct and Procedural MasteryNegotiation SkillsSales Logistics ManagementTerritory Strategy DevelopmentChallenger Sales ModelComplex Spine KnowledgeMIS and Biologics ExpertiseSales Achievement Tracking

Soft Skills

LeadershipCommunication SkillsOrganizational SkillsResilience and AgilityStakeholder Engagement

Tools & Technologies

Digital TechnologiesSales Performance Data ToolsGo-to-Market Models

Certifications & Qualifications

BA/BS Degree or EquivalentValid Driver's License

Industry Keywords

Spine SalesMinimally Invasive SurgeryBiologics/BiomaterialsDiversity, Equity, and InclusionComplex Spine

About the role

Key responsibilities & impact

Achieve the annual territory sales quota for key strategic brands and new product launches
Lead sales execution strategies for Lateral, Complex, Minimally Invasive Surgery (MIS), and Biologics portfolios
Acquire new customers and service existing customers
Manage company assets and sales logistics
Execute national, regional, and local initiatives
Travel within the territory, including likely weekend work and overnight stays
Cover cases in surgeon offices, hospitals, and operating rooms
Promote focus products using the Sell, Influence, Teach strategy and Challenger Sales model
Drive sales above market rate at critical accounts
Influence sales professionals to improve preparation and execution of growth tactics
Teach procedure-based solutions to sales representatives, hospital staff, and surgeons
Develop territory strategies for introducing, selling, and growing key New Product Introduction technologies
Influence Area Directors, Regional Managers, and field sales individuals to drive focus on NPI technologies
Lead field education strategies for MIS and Complex Spine, Lateral, Neuromonitoring, Biologics, and Digital
Develop regional strategic plans to drive adoption of digital technologies and NPI solutions
Use sales performance data to assess strategy effectiveness and adjust strategy to achieve annual targets
Promote positivity, strategic creativity, accountability, and servant leadership
Drive the Challenger Selling model in sales approach, training, and account conversion
Act as a DE&I champion and contribute to DE&I initiatives
Demonstrate product and procedural mastery and disruptive technology/new product introduction experience
Collaborate with Regional Managers, Marketing, Digital, Strategic Customer Group, and strategic partners to execute go-to-market models and selling strategies
Follow all applicable laws and policies and maintain professionalism, ethics, and compliance

Requirements

What you’ll need

BA/BS degree or equivalent required
A minimum of 6 years of relevant progressive business experience required
Minimum of 2 years selling experience in Spine
Minimum of 2 years of complex spine experience, including Adult and Pediatric deformity, MIS, Lateral and Biologics/Biomaterials
Demonstrated ability to lead and adapt successfully through change with resilience and agility
Demonstrated track record as a Diversity, Equity, and Inclusion Champion
Proven track record of strategic selling and expert negotiation skills
Demonstrated leadership with detailed sales achievements required
Strong business, commercial, and financial competence
Ability to use data insights, metrics, and numbers to gauge performance
Expert listening, written, and oral communication skills
Excellent organizational skills
Ability to make sales and executive-level business presentations with positive results
Track record of success working within a matrix organizational environment
Ability to drive effective stakeholder engagement, communicate, influence, and provide comprehensive solutions
Valid driver's license issued in the United States
Ability to travel required (~40–50%)
Orthopedic or Spine sales experience preferred

Benefits

Comp & perks

Retirement plan (pension)
Savings plan (401(k))
Long-term incentive program
Vacation – 120 hours per calendar year
Sick time – 40 hours per calendar year; Colorado employees – 48 hours; Washington employees – 56 hours
Holiday pay, including Floating Holidays – 13 days per calendar year
Work, Personal and Family Time – up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Bereavement Leave – 240 hours for an immediate family member; 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year