Area Sales Manager - Carolinas- Ottava Surgical Robotics
About The Position
Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role covering North Carolina and South Carolina, ideally based in Charlotte, North Carolina. The role is responsible for end-to-end commercialization of Ottava, including sales, customer support, and capital program management. The Area Sales Manager develops clinical champions, engages clinicians and C-suite stakeholders, leads clinical and technical product discussions and demonstrations, and presents capital equipment service, financing, and sales options. In partnership with Clinical Sales and Service teams, the manager supports installation, implementation, physician and staff education, and post-sale adoption and utilization. The role manages capital equipment and disposable sales in the assigned territory, develops customer relationships and account strategies, and negotiates capital pricing and program terms. It also requires maintaining expert product knowledge and awareness of industry and market trends. The position involves extensive travel, including overnight stays, and work in hospitals and ambulatory surgery centers, including attendance at live patient cases when required and use of protective gear.
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.
- Must work in hospital and ASC settings and attend live patient cases when 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 effectively with a team and collaborate in a matrix environment; receptive to constructive feedback.
- Highly organized, able to manage multiple projects and tasks, and able to prioritize effectively.
- Ability to communicate at a high level and frequency with sales management and the broader organization.
- Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.
- Required skill: 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
- 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 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 as needed.
- Conduct discovery with relevant account stakeholders to understand account goals and needs.
- Present, educate, manage, and engage multiple stakeholders in complex sales and boardroom settings.
- Maintain a detailed, frequently updated strategic territory business plan.
- Provide sales management with realistic sales forecasts 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 sales and adoption of Ottava.
- Present and negotiate capital pricing and program performance terms with customers in collaboration with sales management.
- Implement post-sale installation, implementation, and adoption protocols with Sales and Service teams.
- Support new customers in clinical adoption of Ottava.
- Help customers achieve clinical and economic goals and maintain satisfaction to drive higher 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.
Benefits
- Sales incentive compensation program/MBO participation
- Company car or car allowance option through the J&J Fleet program
- 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 (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 birth, adoption, or foster care placement
- Condolence leave: 30 days for an immediate family member or 5 days for an extended family member
- Caregiver leave: 10 days
- Volunteer leave: 4 days
- Military spouse time off: 80 hours
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
