Area Sales Manager- Mid-South- Ottava Surgical Robotics
About The Position
Johnson & Johnson is recruiting an Area Sales Manager for Ottava Surgical Robotics. This field-based role covers the Mid-South territory, including Mississippi, West Tennessee, Alabama, and the Florida panhandle; candidates ideally live in Nashville, Tennessee, or Birmingham, Alabama. The Area Sales Manager leads end-to-end commercialization for Ottava, including sales, support, and capital program management. The role develops clinical champions and engages clinicians, C-suite stakeholders, and other decision-makers in target accounts. It leads clinical and technical product discussions and demonstrations, presents capital equipment service, financing, and sales options, and works with Clinical Sales and Service teams on installation, post-sale adoption, and utilization. The position also educates physicians and staff on product use. This role requires extensive travel, including overnight travel, and work in hospitals and ambulatory surgery centers, including attendance at live patient cases when required. The position is eligible for the company fleet program and participation in sales incentive and long-term incentive programs.
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 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 a hospital or ambulatory surgery center, attend live patient cases as required, and wear necessary protective gear such as lead aprons and masks.
- Self-starter who works autonomously and can solve problems and think critically in high-pressure environments.
- Ability to collaborate with a team and work effectively in a matrix environment; receptive to constructive feedback.
- 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
- AI Judgement Integration
- Brand Positioning Strategy
- Brand Recognition
- Commercial Awareness
- Competitive Landscape
- 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
- 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 the assistance of administrative staff.
- Conduct discovery with relevant stakeholders to understand 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 sales management with realistic sales forecasts consistently.
- Build relationships with clinical and economic champions at new and existing customers to understand needs, capital buying cycles, funding options, and technology acquisition processes.
- Lead product technical and clinical demonstrations to support sales and adoption of Ottava.
- Present and negotiate capital pricing and program performance terms with customers in collaboration with sales management.
- Implement post-sale installation, implementation, and adoption protocols with Sales and Service teams.
- Support new customers’ clinical adoption of Ottava.
- Help customers achieve clinical and economic goals and improve satisfaction and technology 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 organization.
- Maintain frequent, high-level communication with sales management and the broader organization.
Benefits
- 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
- Sales incentive compensation program/MBO
- Company car or car allowance through the J&J Fleet 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
