Area Sales Manager - Detroit

6267-Auris Health Legal Entity • Detroit, MI

2d • Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role in Detroit, Michigan. The role is responsible for end-to-end commercialization, including sales, customer support, and capital program management for Ottava. The Area Sales Manager develops business and clinical champions, engages clinicians and C-suite stakeholders, and leads clinical and technical product discussions and demonstrations throughout the sales process. The role presents customers with capital equipment service, financing, and sales options and partners with Clinical Sales and Service teams on installation, post-sale support, adoption, and utilization, including educating physicians and staff on product use.

The Area Sales Manager manages a geographical territory, develops business plans and sales forecasts, and builds relationships with clinical and economic champions at new and existing customers. The position leads product demonstrations, negotiates capital pricing and program terms with customers in collaboration with sales management, and supports installation, implementation, and clinical adoption. The role also maintains expert knowledge of Ottava products and awareness of industry and market trends to develop strategies that stay ahead of the competition. The job is field-based, requires travel up to 75% including overnight travel, and may involve working in hospitals and ambulatory surgery center settings and attending live patient cases while wearing protective equipment.

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 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, share sales strategies and key learnings, receive constructive feedback, and collaborate in a matrix team 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
• 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 within the assigned territory.
• Access clinicians, discover customer needs and goals, use a Challenger selling framework to educate them, 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 business plan for the territory.
• Present realistic sales forecasts to sales management consistently.
• Develop relationships with clinical and economic champions at new and existing customers to understand 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 the sales management team.
• Implement post-sale installation, implementation, and adoption protocols with the 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 drive product utilization.
• Maintain expert-level knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of the competition.
• Communicate customer needs and feedback to the organization and share sales strategies and key learnings with sales management and peers.

Benefits

• Eligible to participate in the Company’s highly competitive MBO program, subject to applicable plan terms.
• Eligible to participate in the J&J Fleet program, with the option to elect a company car or car allowance, subject to program terms.

What This Job Offers

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