Area Sales Manager - San Diego - Ottava Surgical Robotics

Johnson & Johnson Innovative Medicine•San Diego, CA

1d•Onsite

About The Position

Johnson & Johnson is seeking an Area Sales Manager for Ottava Surgical Robotics. This field-based role covers San Diego and Orange County and is based in San Diego, California. The Area Sales Manager is 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, independently and alongside clinicians and other J&J MedTech team members. The Area Sales Manager leads clinical and technical product discussions and demonstrations; presents service, financing, and sales options for capital equipment; and partners with Clinical Sales and Service teams on post-sale installation and adoption. The role also supports physicians and staff in learning to use Ottava products and helps customers achieve clinical and economic goals through successful implementation and utilization. The position requires extensive travel within the assigned territory, including overnight travel, and work in hospitals and ambulatory surgery centers, including attendance at live patient cases when required. The role may require protective equipment such as lead aprons and masks. The position is eligible for the company’s sales incentive program and J&J Fleet program, which offers the option of a company car or car allowance under the program’s terms.

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 up to 75%, including overnight travel within the assigned territory.
Ability to work in a hospital or ASC setting, 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.
Receptive to constructive feedback and able to collaborate in a matrix team environment.
Proven ability to communicate customer needs and feedback to the organization.
Highly organized, with the ability to manage and prioritize multiple projects and tasks 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
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 the help of administrative assistants.
Conduct discovery and engage relevant stakeholders to understand target accounts’ goals and needs.
Present, educate, manage, and engage multiple stakeholders in complex sales and boardroom settings, and thoughtfully challenge them where appropriate.
Maintain a detailed, frequently updated strategic territory business plan.
Provide sales management with realistic forecasts on a consistent basis.
Develop relationships with clinical and economic champions at new and existing customers; understand customer needs, capital buying cycles, funding options outside the capital budget cycle, and technology acquisition processes.
Lead product technical and clinical demonstrations to support sales and adoption of Ottava.
Present and negotiate capital pricing and program performance terms in collaboration with sales management to achieve mutually desirable outcomes.
Coordinate post-sale installation, implementation, and adoption protocols with Sales and Service teams to achieve the deal’s business objectives.
Support new customers in clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology, support customer satisfaction, and drive higher utilization.
Maintain expert knowledge of Ottava products, understand industry and market trends, and develop strategies to stay ahead of competitors.
Work in hospital and ASC settings and attend live patient cases when required.
Share sales strategies and key learnings with sales management and peers, and communicate customer needs and feedback to the broader organization.

Benefits

Sales incentive compensation program/MBO, subject to applicable plan terms.
Eligibility for the J&J Fleet program, with the option of a company car or car allowance, subject to program terms.
Medical insurance
Dental insurance
Vision insurance
Life insurance
Short- and long-term disability insurance
Business accident insurance
Group legal insurance
Consolidated retirement plan (pension)
401(k) savings plan
Long-term incentive program
Vacation: 120 hours per calendar year, subject to policy and hire-date terms.
Sick time: 40 hours per calendar year; Washington employees receive 56 hours per calendar year.
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: 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.