Area Sales Manager - Philadelphia, PA - Ottava Surgical Robotics

Johnson & Johnson•Philadelphia, PA

1d•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics, a field-based role based in Philadelphia, Pennsylvania. The role is responsible for end-to-end commercialization of Ottava in an assigned territory, including capital equipment and disposable sales, customer support, and capital program management. The Area Sales Manager develops clinical champions and engages clinicians, C-suite stakeholders, and other decision-makers to understand customer needs and goals and advance complex sales.

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 a hospital or ambulatory surgery center setting and attend live patient cases when 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 with teams and within a matrixed environment, receive constructive feedback, and communicate frequently with sales management and the broader 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.

Nice To Haves

Brand positioning strategy
Brand recognition
Commercial awareness
Competitive landscape analysis
Confidentiality
Financial reports
Interpersonal influence
Market opportunity assessment
Process improvements
Robotics
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.
Access 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 account stakeholders to understand the account’s goals and needs.
Present, educate, engage, and thoughtfully challenge stakeholders during complex sales and boardroom discussions.
Maintain a detailed, frequently updated strategic business plan for the territory and provide realistic sales forecasts 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 with the sales and service teams.
Support new customers in the clinical adoption of Ottava and help them achieve clinical and economic goals, satisfaction, and utilization targets.
Maintain expert knowledge of Ottava products and understand industry and market trends to develop strategies to stay ahead of the competition.
Share sales strategies and key learnings with sales management and peers, and communicate customer needs and feedback across the organization.

Benefits

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