Area Sales Manager - Detroit

Johnson & Johnson Innovative Medicine • Detroit, MI

3d • Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role in Detroit, Michigan. The position serves as the point person for end-to-end commercialization, including sales, support, and capital program management. The Area Sales Manager accesses and develops clinical champions, engages clinicians and C-suite stakeholders, conducts clinical and technical product discussions and demonstrations, and presents capital equipment service, financing, and sales options. In collaboration with Clinical Sales and Service teams, the role supports post-sale installation, adoption, utilization, and education of physicians and staff.

The role is responsible for achieving capital equipment and disposable sales targets in an assigned territory, developing strategic territory and account plans, and managing complex sales with clinical and economic stakeholders. It also involves negotiating capital pricing and program terms, supporting customer clinical adoption, and helping customers realize their clinical and economic goals. The successful candidate will maintain expert knowledge of Ottava products and stay informed about industry and market trends.

Requirements

• Bachelor’s degree required.
• At least 6 years of relevant healthcare experience required.
• At least 3 years of capital sales experience required.
• Demonstrated 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.
• Self-starter who performs well autonomously and can solve problems and think critically in high-pressure environments.
• Works well on a team and in a matrix environment; receptive to constructive feedback and able to collaborate.
• Proven ability to articulate customer needs and feedback to the broader organization.
• Highly organized, able to manage multiple projects and tasks simultaneously, 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 in compliance with ISO 13485 and 21 CFR 820.
• Required to work in hospital and ASC settings and attend live patient cases as needed, wearing necessary protective gear such as lead aprons and masks.

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
• Surgical robots
• Sustainable procurement
• Technical credibility
• Vendor selection

Responsibilities

• Develop and execute quarterly territory business plans to achieve capital equipment and disposable sales revenue targets.
• 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 with relevant stakeholders to understand target accounts’ goals and needs.
• Present, educate, manage, engage, and thoughtfully challenge stakeholders in complex sales and boardroom settings.
• Maintain a detailed, frequently updated strategic business plan for the territory.
• 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 in collaboration with sales management.
• Implement post-sale installation, implementation, and adoption protocols in collaboration with Sales and Service teams.
• Support new customers in clinical adoption of Ottava.
• Help customers achieve their clinical and economic goals, improve satisfaction, and drive utilization.
• Maintain expert-level knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of competitors.
• Attend live patient cases in hospital or ASC settings when required and wear necessary protective gear.
• Share sales strategies and key learnings with sales management and peers, communicate customer needs and feedback across the organization, and communicate frequently with sales management and the broader organization.

Benefits

• Eligible to participate in the Company’s highly competitive MBO program, subject to the applicable plan terms.
• Eligible to participate in the J&J Fleet program, with the option to elect a company car or car allowance, subject to program terms.

What This Job Offers

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