Area Sales Manager - Miami - Ottava

Johnson & Johnson•Miami, FL

3d•$180,000•Onsite

About The Position

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com . As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit. Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting. Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech We are searching for the best talent for an Area Sales Manager for Ottava. This is a field-based role available in Miami, FL Purpose: As an Area Sales Manager (ASM), this individual will serve as the point person for end to end commercialization, including sales, support and capital program management for Ottava. The ASM will be primarily responsible for accessing and developing and executing business clinical champions and engaging directly, and in combination with clinicians and other J&J Medtech team members, C-Suite stakeholders within your target accounts. ASM’s will be responsible for leading clinical and technical product discussions and demonstrations as part of the sales process, presenting customers with various capital equipment service, financing and sales options, partnering with the Clinical Sales team, and Service team to support managing any post-sales installation and will support after sales adoption and utilization of Ottava products, including educating physicians and staff on the use of the products.

Requirements

A minimum of a Bachelors degree is required
A minimum of 6 years of relevant experience in healthcare is required
A minimum of 3 years in capital sales is required
Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to physicians and economic buyers is a must.
The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a must for the role.
Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job and wear necessary protective gear (i.e. lead aprons, masks, etc.).
Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.
Works well with the team and frequently shares sales strategies key learning with sales management and with peers.
Receptive to constructive feedback and collaborates and works well within a matrix team environment.
Proven ability to articulate customer needs and feedback to the entire organization as needed.
Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and tasks.
Ability to communicate at a high level and high frequency level on a daily basis with sales management and the broader organization.
Ability to work in a regulated environment in compliance to 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
Sales Enablement
Sales Prospecting
Strategic Sales Planning
Strategic Thinking
Sustainable Procurement
Technical Credibility
Vendor Selection

Responsibilities

Develop and execute quarterly business plans which achieve capital equipment and disposable sales revenue targets within the assigned geographical territory.
Gain access to clinicians, conduct appropriate discovery of the customer’s needs and goals, educate with a Challenger selling framework, and ultimately test and build them into clinical champions
Engage directly with C-Suite stakeholders by going directly to them, leveraging clinical champions, and working with administrative assistants
Competency conducting discovery and engaging with all relevant stakeholders inside the target account to develop a comprehensive understanding of the account’s goals and needs
Excell at presenting, educating, managing, engaging, and thoughtfully challenging multiple stakeholders in a complex sale and boardroom environment
Maintain a detailed, frequently updated and strategic business plan for the territory.
Present realistic sales forecasts to sales management on a consistent basis.
Develop relationships with both clinical as well as economic champions at new and existing customers to best understand customer needs, capital buying cycle, capital funding options outside of the capital budget cycle and identifying new technology acquisition processes.
Lead product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava.
Present and negotiate capital pricing and program performance terms with the customer in collaboration with the sale management team that achieve mutually desirable outcomes for all parties.
Implement post sales installation, implementation and adoption protocol in collaboration with the sales team and service team to achieve the desired business objective of the deal.
Support new customers in clinical adoption of Ottava.
Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
Must develop and maintain expert level knowledge of Ottava products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

Benefits

medical
dental
vision
life insurance
short- and long-term disability
business accident insurance
group legal insurance
retirement plan (pension)
savings plan (401(k))
long-term incentive program
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Washington –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 the birth/adoption/foster care of a child
Condolence Leave – 30 days for an immediate family member: 5 days for an extended family member
Caregiver Leave – 10 days
Volunteer Leave – 4 days
Military Spouse Time-Off – 80 hours