Area Sales Manager- Central Plains- Ottava Surgical Robotics

Johnson & Johnson•Saint Louis, MO

1d•Onsite

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava, its surgical robotics product. This field-based role covers the Central Plains territory of Missouri, Kansas, and Nebraska, with an ideal base in St. Louis or Kansas City. The Area Sales Manager is responsible for end-to-end commercialization, including sales, customer support, and capital program management. The role develops clinical champions and engages clinicians and C-suite stakeholders at target accounts, independently and with other J&J MedTech team members. It leads clinical and technical product discussions and demonstrations, presents capital equipment service, financing, and sales options, and partners with Clinical Sales and Service teams on installation, adoption, and utilization after a sale. The position also educates physicians and staff on product use. The role requires developing territory business plans and forecasts, building relationships with clinical and economic decision-makers, and leading complex capital sales through discovery, demonstrations, negotiation, installation, and adoption. The Area Sales Manager maintains expert knowledge of Ottava and relevant market and industry trends, and works with customers to support their clinical and economic goals. Extensive travel—up to 75%, including overnight travel—is required. The role also involves working in hospital and ambulatory surgery center settings, including attending live patient cases when required and wearing appropriate protective equipment.

Requirements

Bachelor’s degree required.
At least 6 years of relevant healthcare experience.
At least 3 years of capital sales experience.
Ability to learn and communicate technical product information 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 autonomously and can solve problems and think critically in high-pressure environments.
Ability to work collaboratively in a team and matrix environment, share sales strategies and learnings, and receive constructive feedback.
Ability to articulate customer needs and feedback to the organization.
Strong organization and prioritization skills, including the ability to manage multiple projects and tasks simultaneously.
Ability to communicate frequently and effectively 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

AI Judgement Integration
Brand Positioning Strategy
Brand Recognition
Commercial Awareness
Competitive Landscape
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 the support of administrative assistants.
Conduct discovery with relevant stakeholders to understand each target account’s goals and needs.
Present, educate, manage, engage, and thoughtfully challenge stakeholders in complex sales and boardroom settings.
Maintain a detailed, frequently updated strategic territory business plan.
Provide realistic sales forecasts to sales management on a consistent basis.
Develop relationships with clinical and economic champions at new and existing customers to 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 in collaboration with sales management.
Coordinate post-sale installation, implementation, and adoption with Sales and Service teams.
Support new customers in the clinical adoption of Ottava.
Help customers achieve clinical and economic goals with the technology and improve satisfaction and 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

Participation in a sales incentive compensation/MBO program, subject to the applicable plan.
Eligibility for the J&J Fleet program, with the option of a company car or car allowance, subject to program terms.
Medical, dental, and vision insurance.
Life insurance.
Short- and long-term disability insurance.
Business accident insurance.
Group legal insurance.
Pension plan and 401(k) savings plan.
Long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year, or 56 hours for employees residing in Washington State.
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 or 5 days for an extended family member.
Caregiver leave: 10 days.
Volunteer leave: 4 days.
Military spouse time off: 80 hours.