Area Sales Manager - Pacific NW & Northern Rockies- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Santa Clara, CA

22h

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics. This is a field-based position covering the Pacific Northwest and Northern Rockies territory (Washington, Oregon, Idaho, Montana, and Wyoming), with candidates ideally based in Seattle, Washington. 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, engages clinicians and C-suite stakeholders, leads 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 manager supports post-sale installation, adoption, and utilization, including educating physicians and staff on product use. This position develops and executes territory business plans to achieve capital equipment and disposable sales targets, manages complex sales with clinical and economic stakeholders, presents forecasts, negotiates capital pricing and program terms, and supports customers in achieving clinical and economic goals. The manager is expected to maintain expert knowledge of Ottava products and understand industry and market trends. The role requires extensive travel, up to 75%, including overnight travel within the assigned territory. Work in hospitals and ambulatory surgery centers, including attendance at live patient cases when required, is also part of the role. Necessary protective equipment, such as lead aprons and masks, must be worn.

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 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 and attend live patient cases when required, wearing necessary protective gear.
Self-starter who performs well autonomously and can solve problems and think critically in high-pressure environments.
Ability to collaborate with a team and work effectively in a matrix environment; receptive to constructive feedback.
Strong organization and prioritization skills, including the ability to manage multiple projects and tasks simultaneously.
Ability to work in a regulated environment in compliance 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
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 within 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 assistance of administrative staff.
Conduct discovery with relevant stakeholders to understand target accounts’ goals and needs.
Manage and engage multiple stakeholders in complex sales and boardroom settings, presenting, educating, and thoughtfully challenging them.
Maintain a detailed, frequently updated strategic territory business plan.
Present realistic sales forecasts consistently 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 protocols with the sales and service teams.
Support new customers with clinical adoption of Ottava.
Work with customers to help them achieve clinical and economic goals, maintain satisfaction, and drive higher 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 organization.
Communicate frequently with sales management and the broader organization.

Benefits

Sales incentive compensation/MBO program
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, 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 birth, adoption, or foster care placement
Condolence leave
Caregiver leave: 10 days
Volunteer leave: 4 days
Military spouse time-off: 80 hours