Area Sales Manager- Greater Houston- Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•San Antonio, TX

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava, covering the greater Houston territory south of Dallas. The field-based role may be based in Houston, San Antonio, or Austin, Texas. The Area Sales Manager serves as the point person for end-to-end commercialization, including sales, customer support, and capital program management for Ottava surgical robotics. The role focuses on developing clinical champions and engaging clinicians, C-suite stakeholders, and other decision-makers in target accounts. The manager 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, implementation, adoption, and post-sale support. The position also supports physician and staff education and helps customers achieve their clinical and economic goals with the technology.

Requirements

Bachelor’s degree.
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 when required, and wear 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 and share sales strategies and key learnings with sales management and peers.
Receptiveness to constructive feedback and ability to collaborate in a matrix team environment.
Ability to articulate customer needs and feedback to the broader organization.
Strong organization, multitasking, and prioritization skills.
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

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
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, educate using a Challenger selling framework, and develop clinical champions.
Engage C-suite stakeholders directly, through clinical champions, and with the help of administrative assistants.
Conduct discovery with relevant account stakeholders to understand account goals and needs.
Present, educate, manage, engage, and challenge multiple stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic business plan for the territory.
Provide consistent, realistic sales forecasts to sales management.
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 protocols with the sales and service teams.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals, maintain satisfaction, and increase utilization.
Develop and maintain expert knowledge of Ottava products, monitor industry and market trends, and develop strategies to stay ahead of competitors.

Benefits

Competitive sales incentive compensation program/MBO.
Eligibility for a company car or car allowance through the J&J Fleet program.
Medical, dental, and vision insurance.
Life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Pension and 401(k) savings plans.
Eligibility for the long-term incentive program.
Vacation, sick time, holiday pay, and floating holidays.
Work, Personal and Family Time.
Parental leave.
Condolence leave.
Caregiver leave.
Volunteer leave.
Military spouse time off.