Area Sales Manager - Indiana-Illinois Heartland- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Indianapolis, IN

3d•Onsite

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava, a field-based role covering the Indiana-Illinois Heartland: Illinois except Chicago, most of Indiana including Indianapolis, and West Kentucky. Candidates ideally will be based in Indianapolis, Indiana. The position leads end-to-end commercialization of Ottava, including sales, customer support, and capital program management. The Area Sales Manager 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 partnership with Clinical Sales and Service teams, the role supports post-sale installation, adoption, and utilization, including educating physicians and staff on product use. The position works with healthcare customers to understand clinical and economic goals, support successful technology adoption, and drive customer satisfaction and utilization. It requires extensive travel and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. The role operates in a regulated environment and collaborates with sales management, peers, and broader matrix teams.

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.
Must work in hospital and ASC settings, 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 teams and work effectively in a matrix environment; receptive to constructive feedback.
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 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
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 within 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 with relevant stakeholders to develop a comprehensive understanding of target accounts’ goals and needs.
Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic business plan for the territory.
Present realistic sales forecasts consistently to sales management.
Develop relationships with clinical and economic champions at new and existing customers to understand needs, capital buying cycles, funding options outside the capital budget cycle, and technology acquisition processes.
Lead technical and clinical product demonstrations to support sales and Ottava adoption.
Present and negotiate capital pricing and program performance terms with customers in collaboration with sales management.
Implement post-sale installation, implementation, and adoption protocols with sales and service teams to achieve deal objectives.
Support new customers in clinical adoption of Ottava.
Work with customers to help them achieve clinical and economic goals, improve satisfaction, and drive utilization.
Maintain expert knowledge of Ottava products and a firm understanding of industry and market trends; develop strategies to stay ahead of the competition.
Share sales strategies and key learnings with sales management and peers.
Communicate customer needs and feedback to the organization as needed.

Benefits

Company sales incentive compensation program/MBO eligibility.
Opportunity to elect a company car or car allowance through the J&J Fleet program.
Medical, dental, and vision insurance.
Life insurance and short- and long-term disability insurance.
Business accident insurance and group legal insurance.
Company pension and 401(k) savings plan.
Long-term incentive program eligibility.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year; Washington employees receive 56 hours per calendar year.
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.