Area Sales Manager - Carolinas- Ottava Surgical Robotics

Johnson & Johnson•Charlotte, NC

2d•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics, covering North and South Carolina. This is a field-based position, ideally based in Charlotte, North Carolina. The role is responsible for end-to-end commercialization of Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops clinical champions and engages clinicians and C-suite stakeholders at target accounts, both directly and alongside other J&J MedTech team members. The position 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 role also educates physicians and staff on product use. The Area Sales Manager develops territory business plans and forecasts, builds relationships with clinical and economic stakeholders, and leads complex capital sales discussions and negotiations. The role supports customers’ clinical adoption and works with them to achieve their clinical and economic goals. It requires extensive travel, including overnight travel, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. The position requires compliance with the regulated environment, including ISO 13485 and 21 CFR 820.

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 information and clinical knowledge of disease states to physicians and economic buyers.
Ability to travel extensively, up to 75%, including overnight travel within the assigned territory.
Ability to work in hospitals and ambulatory surgery centers, attend live patient cases when required, and wear necessary protective gear such as lead aprons and masks.
Self-starter able to work autonomously and solve problems critically in high-pressure environments.
Ability to collaborate with a team, share strategies and learnings, receive constructive feedback, and work in a matrix environment.
Strong organization and prioritization skills, with the ability to manage multiple projects and tasks simultaneously.
Ability to communicate at a high level and frequently on a daily basis 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
Report writing
Robotic surgery
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 support from administrative assistants.
Conduct discovery and engage relevant stakeholders to understand account goals and needs.
Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic territory business plan and 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 sales and adoption of Ottava.
Present and negotiate capital pricing and program performance terms in collaboration with sales management.
Coordinate post-sale installation, implementation, and adoption with the sales and service teams.
Support new customers in clinical adoption of Ottava and educate physicians and staff on product use.
Help customers achieve clinical and economic goals, satisfaction, and increased product utilization.
Maintain expert knowledge of Ottava products and understand industry and market trends to develop strategies to stay ahead of competitors.
Communicate customer needs and feedback to the organization and regularly share sales strategies and key learnings with sales management and peers.
Work collaboratively in a matrix team and communicate frequently with sales management and the broader organization.

Benefits

Competitive sales incentive compensation program/MBO participation
Company car or car allowance through the J&J Fleet program
Medical, dental, and vision coverage
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 the birth, adoption, or foster care of a child
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