Area Sales Manager - Pacific NW & Northern Rockies- Ottava Surgical Robotics

Johnson & Johnson•Seattle, WA

1d•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics, a field-based role covering the Pacific Northwest and Northern Rockies territory of Washington, Oregon, Idaho, Montana, and Wyoming. Candidates are ideally based in Seattle, Washington. The Area Sales Manager serves as 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, leading clinical and technical discussions and demonstrations. It also presents capital equipment service, financing, and sales options; partners with Clinical Sales and Service teams on installation and post-sales support; and helps customers adopt and use Ottava products through education for physicians and staff. The role focuses on achieving capital equipment and disposable sales targets, building account relationships and business plans, and guiding complex sales involving clinical and economic stakeholders. The Area Sales Manager supports customers’ clinical adoption and utilization of Ottava, works to ensure customers achieve their clinical and economic goals, and maintains expert product knowledge and awareness of industry and market trends. The position requires extensive travel, including overnight travel within the territory, and work in hospital or ASC settings, including attendance at live patient cases with required protective gear. The position offers a competitive sales incentive compensation/MBO program and eligibility for the J&J Fleet program, with the option of a company car or car allowance. Listed benefits include medical, dental, vision, life and disability insurance, business accident and group legal insurance, pension and 401(k) plans, long-term incentives, and various paid leave programs.

Requirements

Bachelor’s degree required.
At least 6 years of relevant healthcare experience required.
At least 3 years of capital sales experience required.
Ability to learn and communicate technical product information and clinical knowledge of disease states 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 ASC setting and attend live patient cases as required, wearing necessary protective gear such as lead aprons and masks.
Self-starter able to work autonomously and solve problems in high-pressure environments.
Ability to work collaboratively within a team and matrix environment and accept constructive feedback.
Strong organization and prioritization skills, including managing multiple projects and tasks simultaneously.
Ability to communicate frequently and at a high level 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 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 administrative assistants.
Conduct discovery with relevant account stakeholders to understand account goals and needs.
Present, educate, manage, engage, and thoughtfully challenge stakeholders in complex sales and boardroom settings.
Maintain a detailed, regularly 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; understand customer needs, capital purchasing 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 clinical adoption of Ottava.
Work with customers to help them achieve clinical and economic goals, improve satisfaction, and drive 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.
Work in compliance with ISO 13485 and 21 CFR 820.

Benefits

Competitive sales incentive compensation/MBO program
J&J Fleet program eligibility, with the option of a company car or car allowance
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
Vacation: 120 hours per calendar year
Sick time: 40 hours per calendar year, or 56 hours per calendar year 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