Area Sales Manager - Northern Plains- Ottava Surgical Robotics

Johnson & Johnson • Minneapolis, MN

1d • Onsite

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava, its surgical robotics offering. This field-based role covers the Northern Plains Territory: Minnesota, Northern Wisconsin, Iowa, North Dakota, South Dakota, and Northern Michigan. The position is ideally based in Minneapolis, Minnesota.

The Area Sales Manager is the point person for end-to-end commercialization of Ottava, including sales, support, and capital program management. The role develops clinical champions and engages clinicians and C-suite stakeholders at target accounts. It leads clinical and technical product discussions and demonstrations, presents capital equipment service, financing, and sales options, and partners with Clinical Sales and Service teams on installation, post-sale adoption, and utilization. The manager also educates physicians and staff on product use and helps customers achieve their clinical and economic goals.

The position requires extensive travel, including overnight travel within the territory, and work in hospitals and ambulatory surgery centers, including attendance at live patient cases when required. The successful candidate will maintain expert knowledge of Ottava and relevant industry and market trends, work autonomously and collaboratively, and operate in compliance with applicable regulated-environment requirements.

Requirements

• Bachelor's degree or higher.
• 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 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 performs well autonomously and can solve problems and think critically in high-pressure environments.
• Ability to work well with a team, accept constructive feedback, and collaborate in a matrix environment.
• Ability to articulate customer needs and feedback to the organization.
• Strong organization skills and ability to manage and prioritize multiple projects and tasks.
• Ability to communicate at a high level and frequently 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
• Robotic surgery
• 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, use a Challenger selling framework to educate customers, and develop clinical champions.
• Engage C-suite stakeholders directly, through clinical champions, and in coordination with administrative assistants.
• Conduct discovery with 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 environments.
• Maintain a detailed, frequently updated strategic business plan for the territory.
• Provide 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 protocols with Sales and Service teams.
• Support new customers in the clinical adoption of Ottava.
• Work with customers to help them achieve clinical and economic goals, improve satisfaction, and increase product utilization.
• Maintain expert knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of the competition.
• Share sales strategies and key learnings with sales management and peers.
• Communicate customer needs and feedback to the broader organization.

Benefits

• Sales incentive compensation program/MBO participation.
• Eligibility for the J&J Fleet program, with the option of 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.
• Pension and 401(k) savings plans.
• Long-term incentive program participation.
• Vacation, sick time, and holiday pay, including floating holidays.
• Work, Personal and Family Time.
• Parental leave, condolence leave, caregiver leave, volunteer leave, and military spouse time off.

What This Job Offers

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