Area Sales Manager- Southern Plains- Ottava Surgical Robotics

Johnson & Johnson•Oklahoma City, OK

1d•Onsite

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava Surgical Robotics, a field-based position covering Oklahoma, Arkansas, and Louisiana. Candidates are ideally based in Oklahoma City, New Orleans, or Little Rock. The role is responsible for end-to-end commercialization of Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops business and clinical champions, engages clinicians and C-suite stakeholders, 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 installation, adoption, and utilization after a sale. The position focuses on achieving capital equipment and disposable sales targets, building a detailed territory business plan, managing forecasts, and developing relationships with clinical and economic champions. The Area Sales Manager supports customer clinical adoption and works with customers to help them achieve clinical and economic goals with Ottava. The role requires expert product knowledge, awareness of industry and market trends, and the ability to work effectively in a regulated environment. It involves extensive travel, including overnight travel, and work in hospital and ambulatory surgery center settings, including attending live patient cases when required and wearing protective gear.

Requirements

Bachelor’s degree required.
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 up to 75%, including overnight travel within the assigned territory.
Ability to work in a hospital or ASC setting and attend live patient cases when required, wearing necessary protective gear such as lead aprons and masks.
Self-starter who performs well autonomously and can solve problems and think critically in high-pressure environments.
Ability to work well with a team, share sales strategies and learnings, accept constructive feedback, and collaborate in a matrix team environment.
Ability to articulate customer needs and feedback to the organization.
Strong organization skills and ability to manage and prioritize multiple projects and tasks.
Ability to communicate at a high level and frequently with sales management and the broader organization.
Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.
Capital equipment sales.

Nice To Haves

AI judgement integration
Brand positioning strategy
Brand recognition
Commercial awareness
Competitive landscape knowledge
Confidentiality
Financial reports
Interpersonal influence
Market opportunity assessment
Process improvements
Report writing
Robotic surgery
Sales enablement
Sales prospecting
Strategic sales planning
Strategic thinking
Surgical robots
Sustainable procurement
Technical credibility
Vendor selection

Responsibilities

Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets in the assigned territory.
Access clinicians, discover customer needs and goals, educate using a Challenger selling framework, and develop clinical champions.
Engage directly with C-suite stakeholders, leveraging clinical champions and working with administrative assistants as appropriate.
Conduct discovery with relevant stakeholders to understand target accounts’ goals and needs.
Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic business plan for the territory.
Provide sales management with realistic sales forecasts consistently.
Develop relationships with clinical and economic champions at new and existing customers to 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.
Implement post-sale installation, implementation, and adoption protocols with the sales and service teams.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology and drive customer satisfaction and utilization.
Maintain expert knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of competition.
Share sales strategies and key learnings with sales management and peers.
Communicate customer needs and feedback to the broader organization.
Manage multiple projects and tasks, prioritize effectively, and communicate frequently with sales management and the broader organization.
Work in compliance with ISO 13485 and 21 CFR 820.

Benefits

Competitive sales incentive compensation program/MBO
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 plan
401(k) savings plan
Long-term incentive program
Vacation: 120 hours per calendar year
Sick time: 40 hours per calendar year (56 hours for Washington residents)
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 a birth, adoption, or foster care placement
Condolence leave
Caregiver leave: 10 days
Volunteer leave: 4 days
Military spouse time-off: 80 hours