Area Sales Manager - Northern Plains- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•Minneapolis, MN

3d•Onsite

About The Position

Johnson & Johnson is recruiting an Area Sales Manager for Ottava, its surgical robotics product. This is a field-based role covering 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, customer 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 post-sale installation, adoption, and utilization. The manager also educates physicians and staff on product use and supports customers in achieving their clinical and economic goals. The role requires extensive travel, including overnight travel within the assigned territory, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. The successful candidate will maintain expert knowledge of Ottava products and industry trends, manage a complex sales process, and work collaboratively in a regulated environment.

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 when required; must wear 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 well with a team and share sales strategies and learnings with sales management and peers.
Receptive to constructive feedback and able to collaborate in a matrix team environment.
Proven ability to communicate customer needs and feedback to the organization.
Highly organized, with the ability to manage and prioritize multiple projects and tasks effectively.
Ability to communicate at a high level and frequently with sales management and the broader organization.
Ability to work in a regulated environment compliant with ISO 13485 and 21 CFR 820.
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
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 in the assigned territory.
Access 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 with the support of administrative assistants.
Conduct discovery with relevant stakeholders to understand target accounts’ goals and needs.
Present, educate, manage, engage, and thoughtfully challenge stakeholders throughout complex sales and boardroom discussions.
Maintain a detailed, frequently updated strategic territory business plan.
Provide sales management with realistic sales forecasts on a consistent basis.
Develop 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 Sales and Service teams to achieve the deal’s business objectives.
Support new customers in the clinical adoption of Ottava.
Work with customers to help them achieve clinical and economic goals, increase satisfaction, and drive product utilization.
Maintain expert knowledge of Ottava products and understand industry and market trends; 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.
Communicate regularly with sales management and the broader organization.
Work in compliance with ISO 13485 and 21 CFR 820 requirements.

Benefits

Competitive sales incentive compensation program/MBO participation, 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 insurance.
Life insurance.
Short- and long-term disability insurance.
Business accident insurance.
Group legal insurance.
Pension and 401(k) savings plan.
Long-term incentive program.
Vacation: 120 hours per calendar year, subject to policy and hire date.
Sick time: 40 hours per calendar year; 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.