Area Sales Manager - Upstate NY- Surgical Robotics (Ottava)

Johnson & Johnson Innovative Medicine • Binghamton, NY

3d • Onsite

About The Position

Johnson & Johnson is recruiting an Area Sales Manager for Ottava, a field-based role covering Upstate New York. The position 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 customers with capital equipment service, financing, and sales options.

The role partners with Clinical Sales and Service teams on post-sale installation and implementation, supports customer adoption and utilization, and educates physicians and staff on product use. It develops strategic territory plans and forecasts, builds relationships with clinical and economic stakeholders, and works with customers to achieve clinical and economic goals. The role requires extensive travel and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required.

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 hospital and ambulatory surgery center settings, attend live patient cases when required, and wear required 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 collaborate with teams and share strategies and learnings with sales management and peers.
• Receptive to constructive feedback and able to work in a matrix team environment.
• Highly organized, able to manage multiple tasks and projects, and able to prioritize effectively.
• 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.
• 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
• 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 the assistance of administrative staff.
• Conduct discovery with relevant stakeholders to understand each target account’s goals and needs.
• Present, educate, manage, and engage multiple stakeholders in complex sales and boardroom settings.
• Maintain a detailed, frequently updated strategic business plan for the territory.
• Present realistic sales forecasts to sales management consistently.
• Develop relationships with clinical and economic champions at new and existing customers; 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 with customers in collaboration with sales management.
• Implement post-sale installation, implementation, and adoption protocols with the Sales and Service teams.
• Support new customers in clinical adoption of Ottava.
• Help customers achieve their clinical and economic goals, improve satisfaction, and drive product utilization.
• Maintain expert knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of the competition.
• Share sales strategies and key learnings with sales management and peers.
• Communicate customer needs and feedback to the organization.
• Work in hospital and ambulatory surgery center settings and attend live patient cases when required.

Benefits

• Competitive sales incentive compensation program/MBO, subject to plan terms.
• Eligibility for the J&J Fleet program, 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, subject to applicable terms and policies
• Sick time: 40 hours per calendar year (56 hours for employees residing in Washington), subject to applicable terms and policies
• 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 the birth, adoption, or foster care of a child
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level