Area Sales Manager - Philadelphia, PA - Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine • Santa Clara, CA

3d • Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava, based in Philadelphia, Pennsylvania. This field-based position is responsible for end-to-end commercialization in an assigned territory, including sales, customer support, and capital program management for Ottava surgical robotics. The manager develops clinical champions and engages clinicians and C-suite stakeholders, both directly and alongside clinicians and other J&J MedTech colleagues.

The role leads clinical and technical product discussions and demonstrations, presents capital equipment service, financing, and sales options, and partners with Clinical Sales and Service teams on post-sale installation and implementation. It also supports adoption and utilization by educating physicians and staff and helping customers achieve their clinical and economic goals. The position requires extensive travel, including overnight travel within the territory, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required.

The role is eligible for the company’s sales incentive compensation program and long-term incentive program. It is also eligible for the J&J Fleet program, with an option to elect a company car or car allowance under program terms.

Requirements

• Bachelor’s degree.
• At least 6 years of relevant healthcare experience.
• At least 3 years of capital sales experience.
• Ability to learn and communicate technical product and clinical disease-state knowledge to physicians and economic buyers.
• Ability to travel extensively, up to 75%, including overnight travel within the assigned territory.
• Ability to work in a hospital or ambulatory surgery center setting, attend live patient cases when required, and wear required protective gear such as lead aprons and masks.
• Self-starter who can work autonomously and solve problems critically in high-pressure environments.
• Ability to collaborate within a team and a matrix organization, and to receive constructive feedback.
• Strong organization and ability to manage and prioritize multiple projects and tasks.
• Ability to communicate frequently and at a high level with sales management and the broader organization.
• Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.
• Required skill: capital equipment sales.

Nice To Haves

• Brand positioning strategy.
• Brand recognition.
• Commercial awareness.
• Competitive landscape analysis.
• Confidentiality.
• Financial reports.
• Interpersonal influence.
• Market opportunity assessment.
• Process improvements.
• Robotics.
• Sales enablement.
• Sales prospecting.
• Strategic sales planning.
• Strategic thinking.
• Sustainable procurement.
• Technical credibility.
• Vendor selection.

Responsibilities

• Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets within the assigned territory.
• Access clinicians, discover customer needs and goals, educate using a Challenger selling framework, and develop clinical champions.
• Engage C-suite stakeholders directly, through clinical champions, and with the help of administrative assistants.
• Discover and engage relevant stakeholders to understand target accounts’ goals and needs.
• Present, educate, manage, and engage multiple stakeholders in complex sales and boardroom settings.
• Maintain a detailed, frequently updated strategic business plan for the territory.
• Present realistic sales forecasts to sales management consistently.
• Build relationships with clinical and economic champions at new and existing customers; understand customer needs, capital buying cycles, funding options, and technology acquisition processes.
• Lead technical and clinical product demonstrations to support Ottava sales and adoption.
• Present and negotiate capital pricing and program performance terms in collaboration with sales management.
• Coordinate post-sale installation, implementation, and adoption with Sales and Service teams to achieve the deal’s business objectives.
• Support new customers in clinical adoption of Ottava.
• Help customers achieve clinical and economic goals and maintain satisfaction to drive utilization.
• Maintain expert knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of competitors.
• Share sales strategies and key learnings with sales management and peers.
• Communicate customer needs and feedback to the organization.

Benefits

• Sales incentive compensation program/MBO.
• Opportunity to elect a company car or car allowance through the J&J Fleet program.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• Life insurance.
• Short- and long-term disability insurance.
• Business accident insurance.
• Group legal insurance.
• Pension and 401(k) savings plans.
• Long-term incentive program.
• Vacation, sick time, holiday pay, floating holidays, work/personal/family time, parental leave, condolence leave, caregiver leave, volunteer leave, and military spouse time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level