Area Sales Manager - Upstate NY- Surgical Robotics (Ottava)

Johnson & Johnson•Albany, NY

1d•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role serving Upstate New York. The position leads end-to-end commercialization of Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops clinical champions and engages clinicians, C-suite stakeholders, and other decision-makers within target accounts. 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 installation, adoption, and utilization after a sale. The manager also educates physicians and staff on product use and helps customers meet their clinical and economic goals with the technology. The Area Sales Manager develops and executes territory business plans to achieve capital equipment and disposable sales targets; maintains strategic plans and forecasts; identifies customer needs, buying cycles, and funding options; and negotiates capital pricing and program terms in collaboration with sales management. The role requires extensive travel, work in hospital and ASC settings, and attendance at live patient cases when required. The position operates in a regulated environment and requires expert knowledge of Ottava products and relevant market trends.

Requirements

Bachelor’s degree or higher.
At least 6 years of relevant healthcare experience.
At least 3 years of capital sales experience.
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 as required, wearing 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.
Ability to work collaboratively in a team and matrix environment, receive constructive feedback, and communicate frequently with sales management and the broader organization.
Ability to articulate customer needs and feedback to the organization.
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.
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 in 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 support of administrative assistants.
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 settings.
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 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 with customers in collaboration with sales management.
Coordinate post-sale installation, implementation, and adoption protocols with Sales and Service teams.
Support new customers’ clinical adoption of Ottava and educate physicians and staff on product use.
Help customers achieve clinical and economic goals, support satisfaction, and drive higher 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.

Benefits

Competitive sales incentive compensation program/MBO.
Eligibility for the J&J Fleet program, with the option of a company car or car allowance.
Medical, dental, and vision benefits.
Life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Consolidated retirement plan (pension) and 401(k) savings plan.
Eligibility to participate in 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.