Area Sales Manager - NYC - Ottava

Johnson & Johnson•New York, NY

12d•$180,000 - $180,000•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role in New York City. The position leads end-to-end commercialization for Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops clinical champions and engages clinicians and C-suite stakeholders within target accounts, independently and alongside other J&J MedTech team members. 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, adoption, and utilization. The position also supports physician and staff education on product use. The Area Sales Manager develops and maintains territory business plans and forecasts, builds relationships with clinical and economic decision-makers, and guides complex capital sales from customer discovery through negotiation and implementation. The role works with customers and internal teams to support clinical adoption and help customers achieve clinical and economic goals. Extensive travel and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required, are part of the role.

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 hospital and ambulatory surgery center settings and attend live patient cases when required; must wear 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.
Works well with teams and shares sales strategies and key learnings with sales management and peers.
Receptive to constructive feedback and effective in a matrix team environment.
Ability to articulate customer needs and feedback to the organization.
Highly organized, able to manage multiple projects and tasks, and able to prioritize effectively.
Ability to communicate at a high level and frequently with sales management and the broader organization.
Ability to work in a regulated environment compliant with ISO 13485 and 21 CFR 820.

Nice To Haves

Brand Positioning Strategy
Brand Recognition
Commercial Awareness
Competitive Landscape Analysis
Confidentiality
Financial Reports
Interpersonal Influence
Market Opportunity Assessment
Process Improvements
Report Writing
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 in 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 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 environments.
Maintain a detailed, frequently updated strategic business plan for the territory.
Present realistic sales forecasts to sales management consistently.
Develop relationships with clinical and economic champions at new and existing customers to understand 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 protocols with Sales and Service teams.
Support new customers in clinical adoption of Ottava.
Work with customers to help achieve clinical and economic goals, satisfaction, and increased product 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 broader organization.
Work in compliance with ISO 13485 and 21 CFR 820.

Benefits

Base pay of $180,000 annually and eligibility for the Company’s MBO program.
Eligibility for the J&J Fleet program, with the option to elect a company car or car allowance subject to program terms.
Medical, dental, and vision insurance.
Life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Consolidated retirement plan (pension) and 401(k) savings plan.
Eligibility for the long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year; 56 hours for employees residing in Washington State.
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.