Area Sales Manager - Pittsburg, PA- Ottava Surgical Robotics

Johnson & Johnson•Pittsburgh, PA

2d•Onsite

About The Position

Johnson & Johnson is hiring a field-based Area Sales Manager for Ottava Surgical Robotics in the Pittsburgh, Pennsylvania area. The role owns end-to-end commercialization for Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops clinical champions and engages clinicians, C-suite stakeholders, and other decision-makers at target accounts. The role leads clinical and technical product discussions and demonstrations, presents service, financing, and sales options, and collaborates with Clinical Sales and Service teams on installation, implementation, adoption, and utilization after the sale. The position is responsible for achieving capital equipment and disposable sales targets across an assigned territory, building strategic account and territory plans, forecasting sales, and negotiating capital pricing and program terms. The Area Sales Manager also supports customers in reaching their clinical and economic goals through Ottava adoption, while maintaining expert product knowledge and awareness of industry and market trends. This is an extensively travel-based role, with travel up to 75%, including overnight travel. The employee must work in hospital and ambulatory surgery center settings and attend live patient cases when required, wearing necessary protective equipment. The position operates in a regulated environment and requires compliance with ISO 13485 and 21 CFR 820.

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 hospital and ambulatory surgery center settings and attend live patient cases when required, wearing necessary protective gear.
Self-starter who can work autonomously and solve problems critically in high-pressure environments.
Ability to collaborate with a team and share sales strategies and key learnings with management and peers.
Receptiveness to constructive feedback and ability to work within a matrix team environment.
Strong organization and prioritization skills, including the ability to manage multiple projects and tasks simultaneously.
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.

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 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 and engage relevant stakeholders to understand each target account’s goals and needs.
Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic business plan for the territory.
Present realistic sales forecasts to sales management consistently.
Build 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 with the sales and service teams.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology, improve 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, subject to plan terms.
Eligibility for the J&J Fleet program, with the option of a company car or car allowance, subject to program terms.
Medical, dental, and vision coverage.
Life insurance and short- and long-term disability coverage.
Business accident insurance and group legal insurance.
Consolidated retirement plan (pension) and 401(k) savings plan.
Eligibility to participate in the long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year; 56 hours per calendar year 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 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.