Area Sales Manager - Pittsburg, PA- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Santa Clara, CA

3d•$180,000•Onsite

About The Position

Johnson & Johnson is recruiting an Area Sales Manager for Ottava, a field-based role available in Pittsburgh, Pennsylvania. The position 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 role manages a geographic territory and is accountable for capital equipment and disposable sales targets, strategic business planning, sales forecasting, customer relationships, and customer adoption and satisfaction. The position requires extensive travel, including overnight travel, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required and use of protective gear.

Requirements

Bachelor’s degree required.
At least 6 years of relevant healthcare experience required.
At least 3 years of capital sales experience required.
Demonstrated 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 ASC settings and attend live patient cases when required, wearing necessary protective gear such as lead aprons and masks.
Self-starter able to work autonomously and solve problems critically in high-pressure environments.
Ability to work collaboratively in a team and matrix environment and receive constructive feedback.
Strong organization skills, with the ability to manage multiple projects and tasks and prioritize effectively.
Ability to communicate frequently and at a high level with sales management and the broader organization.
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
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 within 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 assistance from administrative assistants.
Conduct discovery with relevant stakeholders to build a comprehensive understanding of 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 territory business plan.
Provide realistic sales forecasts to sales management consistently.
Develop relationships with clinical and economic champions at new and existing customers to understand needs, capital purchasing 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 protocols with Sales and Service teams to meet deal objectives.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology, support customer 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 as needed.

Benefits

Participation in a competitive MBO program.
Company car or car allowance through the J&J Fleet program, subject to program terms.
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
Sick time: 40 hours per calendar year, or 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