Area Sales Manager- Southern Plains- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Little Rock, AR

2d•Onsite

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava, a field-based role covering the Southern Plains territory of Oklahoma, Arkansas, and Louisiana. Candidates are ideally based in Oklahoma City, New Orleans, or Little Rock. 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, 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 requires extensive travel, including overnight travel within the territory, and work in hospital and ambulatory surgery center settings. The Area Sales Manager may attend live patient cases and must wear required protective equipment. The role operates in a regulated environment and works with sales management, peers, clinicians, customers, and cross-functional teams.

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 and clinical disease-state knowledge to physicians and economic buyers.
Ability to travel extensively, up to 75%, including overnight travel within the territory.
Able to work in hospital and ASC settings 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.
Works well with teams and shares sales strategies and key learnings with sales management and peers.
Receptive to constructive feedback and able to collaborate in a matrix team environment.
Highly organized, able to manage multiple projects and tasks, and able to prioritize effectively.
Able to communicate frequently and at a high level with sales management and the broader organization.
Able to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.

Nice To Haves

Robotic surgery knowledge or experience.
Capital equipment sales experience.
AI Judgement Integration.
Brand Positioning Strategy.
Brand Recognition.
Commercial Awareness.
Competitive Landscape.
Confidentiality.
Financial Reports.
Interpersonal Influence.
Market Opportunity Assessment.
Process Improvements.
Report Writing.
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 in the assigned territory.
Gain access to clinicians, discover customer needs and goals, educate customers 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 challenge stakeholders throughout complex sales and boardroom discussions.
Maintain a detailed, frequently updated strategic territory business plan.
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 Ottava sales and adoption.
Present and negotiate capital pricing and program performance terms in collaboration with sales management.
Coordinate post-sale installation, implementation, and adoption protocols with Sales and Service teams.
Support new customers in the clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology, promote customer satisfaction, and drive utilization.
Maintain expert-level knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of competitors.
Communicate customer needs and feedback to the organization and share sales strategies and learnings with management and peers.
Work in hospitals and ASCs, including attending live patient cases when required and wearing necessary protective gear.
Comply with requirements for working in a regulated environment, including ISO 13485 and 21 CFR 820.

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 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, subject to plan terms and date of hire.
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 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.