Area Sales Manager - NYC - Ottava

Johnson & Johnson Innovative Medicine•Santa Clara, CA

13d•Onsite

About The Position

Johnson & Johnson is seeking a field-based Area Sales Manager for Ottava in New York City. The role is responsible for end-to-end commercialization, including sales, support, and capital program management. The Area Sales Manager develops clinical champions, engages clinicians and C-suite stakeholders, and leads clinical and technical product discussions and demonstrations. The role presents customers with capital equipment service, financing, and sales options, partners with Clinical Sales and Service teams on installation, and supports post-sale adoption and utilization by educating physicians and staff. The position develops and executes business plans and sales forecasts for its territory, builds relationships with clinical and economic champions, and manages complex capital sales from discovery and negotiation through implementation and adoption. The role also requires maintaining expert knowledge of Ottava products and industry and market trends, and developing strategies to stay ahead of competition. The position is based in the field in New York City and requires travel up to 75%, including overnight travel within the assigned territory. The role includes working in hospitals and ambulatory surgery centers, attending live patient cases when required, and wearing necessary 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.
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, wearing necessary protective gear such as lead aprons and masks.
Self-starter who performs well with autonomy and can solve problems and think critically in high-pressure environments.
Ability to work well with a team, share learnings, receive constructive feedback, and collaborate in a matrix team environment.
Strong organization and ability to manage multiple projects and tasks while prioritizing effectively.
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
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 the support of administrative assistants.
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.
Provide 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 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.
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 the competition.
Communicate customer needs and feedback to the broader organization as needed.
Share sales strategies and key learnings with sales management and peers.

Benefits

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
MBO program
Company car or car allowance through the J&J Fleet 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 a birth, adoption, or foster care placement
Condolence leave
Caregiver leave: 10 days
Volunteer leave: 4 days
Military spouse time-off: 80 hours