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Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

Business Enablement/Support

All Job Posting Locations:

Porto Salvo, Portugal

Job Description:

Business Development Manager, Capital Sales — DePuy Synthes

Location

Portugal / Lisbon — Flexible depending on territory; frequent travel required

Position Summary

DePuy Synthes is seeking a results-driven Business Development Manager (BDM) for Capital Sales to grow our market share of capital medical devices and equipment within assigned territories. The BDM will develop and execute strategic sales plans, build strong relationships with hospital procurement, clinical leaders, and administrators, and drive capital acquisition opportunities that align with DePuy Synthes’ clinical and commercial objectives.

Key Responsibilities

• Develop and execute territory sales plans to achieve capital equipment revenue and unit targets.

• Identify, qualify, and close capital purchase opportunities with hospitals, ambulatory surgery centers, and health systems.

• Build and maintain strategic relationships with key decision makers (e.g., C-suite, department chairs, OR managers, materials management).

• Lead business case preparation and ROI analyses to support capital purchase decisions.

• Coordinate cross-functional internal teams (clinical specialists, finance, service, regulatory) to deliver compelling proposals and implementation plans.

• Manage RFQs, RFP responses, pricing negotiations, contracting, and procurement processes.

• Orchestrate product demonstrations, proof-of-concept pilots, and clinical trials as needed to support adoption.

• Monitor market trends, competitor activity, and customer needs; provide actionable market feedback to product and marketing teams.

• Maintain timely and accurate CRM records and sales forecasting.

• Represent DePuy Synthes at industry conferences, advisory boards, and customer meetings.

• Ensure compliance with company policies, regulatory requirements, and ethical standards.

Required Qualifications

• Bachelor’s degree in Business, Life Sciences, Engineering, or related field. Advanced degree or MBA preferred.

• 5+ years of business development or sales experience selling capital medical devices, large clinical equipment, or hospital IT/OR solutions.

• Proven track record of meeting/exceeding quota in capital equipment sales with complex sales cycles.

• Strong financial acumen with experience building ROI/total-cost-of-ownership models for capital purchases.

• Demonstrated ability to sell to C-level and clinical stakeholders.

• Excellent negotiation, presentation, and communication skills.

• Experience working with GPOs, IDNs, and procurement processes is highly desirable.

• Valid driver’s license and ability to travel (typically up to 50%+).

Preferred Qualifications

• Prior experience in orthopedics, surgical capital equipment, imaging, or allied medical fields.

• Technical background or familiarity with clinical workflows and OR environment.

• Experience with CRM tools (e.g., Salesforce) and sales enablement platforms.

Skills & Competencies

• Strategic selling and consultative approach

• Project management and cross-functional collaboration

• Analytical problem-solving and data-driven decision making

• Resilience, adaptability, and strong organizational skills

• Customer-centric mindset and professional presence

Performance Metrics / KPIs

• Quarterly and annual capital revenue attainment

• Number and value of closed capital deals

• Sales pipeline coverage and forecast accuracy

• Time-to-close for capital opportunities

• Customer satisfaction and stakeholder engagement scores

What We Offer

• Competitive compensation and bonus structure

• Comprehensive benefits package (health, retirement, paid time off)

• Career development and training opportunities

• Collaborative team environment with market-leading products

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.

Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes

 

 

Required Skills:

 

 

Preferred Skills:

Brand Positioning Strategy, Competitive Landscape Analysis, Confidentiality, Customer Centricity, Customer Experience Management, Developing Others, Inclusive Leadership, Leadership, Market Opportunity Assessment, Objectives and Key Results (OKRs), Profit and Loss (P&L) Management, Project Management, Relationship Building, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection