Area Sales Manager - San Diego - Ottava Surgical Robotics

Johnson & Johnson • San Diego, CA

1d • Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics, based in San Diego, California, covering the San Diego and Orange County area. This field-based role is responsible for end-to-end commercialization, including sales, support, and capital program management for Ottava. The Area Sales Manager develops clinical champions and engages clinicians and C-suite stakeholders at target accounts, independently and alongside clinicians and other Johnson & Johnson MedTech team members.

The role leads clinical and technical product discussions and demonstrations; presents service, financing, and sales options for capital equipment; and negotiates capital pricing and program terms in collaboration with sales management. In partnership with Clinical Sales and Service teams, the Area Sales Manager supports installation, implementation, and post-sale adoption and utilization, including educating physicians and staff on product use. The position also requires maintaining expert product knowledge and understanding industry and market trends.

The role requires extensive travel, up to 75%, including overnight travel within the assigned territory. Work in hospitals and ambulatory surgery centers, including attendance at live patient cases and use of required protective gear, is also required.

Requirements

• Bachelor’s degree.
• 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 as required, wearing necessary protective gear such as lead aprons and masks.
• Self-starter who can work autonomously and solve problems and think critically in high-pressure environments.
• Ability to work effectively with a team and share sales strategies and key learnings with sales management and peers.
• Receptiveness to constructive feedback and ability to collaborate in a matrix team environment.
• Ability to organize, prioritize, and manage multiple projects and tasks effectively.
• Ability to communicate at a high level and with high frequency on a daily basis with sales management and the broader organization.
• Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.

Nice To Haves

• Preferred skills include brand positioning strategy, brand recognition, commercial awareness, competitive landscape analysis, confidentiality, financial reports, interpersonal influence, market opportunity assessment, process improvements, report writing, robotic surgery, sales enablement, sales prospecting, strategic sales planning, strategic thinking, surgical robots, sustainable procurement, technical credibility, and 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 account goals and needs.
• Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom settings.
• Maintain a detailed, frequently updated strategic territory business plan and provide realistic sales forecasts to sales management consistently.
• Develop relationships with clinical and economic champions at new and existing customers to understand customer needs, capital purchasing 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 satisfaction, and drive 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

• Eligible to participate in a sales incentive compensation program/MBO.
• Eligible to participate in the J&J Fleet program, with the option of a company car or car allowance, subject to program terms.
• Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, subject to plan terms.
• Eligibility to participate in the consolidated retirement plan (pension) and 401(k) savings plan, subject to plan terms.
• Eligible to participate in the long-term incentive program.
• Vacation: 120 hours per calendar year, subject to policy and date of hire.
• Sick time: 40 hours per calendar year; Washington residents receive 56 hours per calendar year, subject to policy and date of hire.
• Holiday pay, including floating holidays: 13 days per calendar year, subject to policy and date of hire.
• Work, Personal and Family Time: up to 40 hours per calendar year, subject to policy and date of hire.
• Parental leave: 480 hours within one year of the birth, adoption, or foster care of a child, subject to policy and date of hire.
• Condolence leave: 30 days for an immediate family member or 5 days for an extended family member, subject to policy and date of hire.
• Caregiver leave: 10 days, subject to policy and date of hire.
• Volunteer leave: 4 days, subject to policy and date of hire.
• Military spouse time off: 80 hours, subject to policy and date of hire.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level