Area Sales Manager- Mid-South- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Nashville, TN

2d•Onsite

About The Position

Johnson & Johnson is recruiting an Area Sales Manager for Ottava Surgical Robotics. This field-based role covers the Mid-South territory, including Mississippi, West Tennessee, Alabama, and the Florida panhandle. Candidates are ideally based in Nashville, Tennessee, or Birmingham, Alabama. The Area Sales Manager is the point person for end-to-end commercialization of Ottava, including sales, support, and capital program management. The role develops clinical champions and engages clinicians and C-suite stakeholders at target accounts. It leads clinical and technical product discussions and demonstrations, presents service, financing, and sales options, and partners with Clinical Sales and Service teams on post-sale installation, adoption, and utilization. The manager also educates physicians and staff on product use. The position requires extensive travel and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. The role involves wearing necessary protective gear and working in a regulated environment.

Requirements

Bachelor’s degree required.
At least 6 years of relevant healthcare experience required.
At least 3 years of capital sales experience required.
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 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 strategies and learnings, receive constructive feedback, and collaborate in a matrix team environment.
Ability to articulate customer needs and feedback to the organization.
Strong organization and prioritization skills, including the ability to manage multiple projects and tasks simultaneously.
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.
Required skill: capital equipment sales.

Nice To Haves

AI Judgement Integration
Brand Positioning Strategy
Brand Recognition
Commercial Awareness
Competitive Landscape
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.
Gain access to 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 support of administrative assistants.
Conduct discovery with relevant stakeholders to understand account goals and needs.
Present, educate, manage, engage, and appropriately challenge stakeholders during complex sales and boardroom discussions.
Maintain a detailed, frequently updated strategic territory business plan.
Provide consistent, realistic sales forecasts to sales management.
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 with customers in collaboration with sales management.
Coordinate post-sale installation, implementation, and adoption with the sales and service teams to meet business objectives.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals, promote customer satisfaction, and drive product utilization.
Maintain expert-level 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 organization.
Communicate frequently with sales management and the broader organization.

Benefits

Participation in a sales incentive compensation program/MBO, subject to applicable plan terms.
Eligibility for a company car or car allowance through the J&J Fleet program.
Medical, dental, and vision coverage.
Life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Consolidated retirement plan (pension) and 401(k) savings plan.
Eligibility to participate in the long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year, or 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 child’s birth, adoption, or foster care placement.
Condolence leave: 30 days for an immediate family member and 5 days for an extended family member.
Caregiver leave: 10 days.
Volunteer leave: 4 days.
Military spouse time off: 80 hours.