Area Sales Manager - Indiana-Illinois Heartland- Ottava Surgical Robotics

Johnson & Johnson•Indianapolis, IN

About The Position

Johnson & Johnson is hiring an Area Sales Manager for Ottava Surgical Robotics. This field-based role covers the Indiana-Illinois Heartland: Illinois excluding Chicago, most of Indiana including Indianapolis, and western Kentucky. Candidates are ideally based in Indianapolis, Indiana. 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 within target accounts, both directly and alongside clinicians and 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, implementation, adoption, and utilization after a sale. The role also educates physicians and staff on product use. The position requires extensive travel, including overnight travel within the territory, and work in hospital and ambulatory surgery center settings, including attendance at live patient cases when required. The Area Sales Manager must wear necessary protective gear in those settings. The position participates in the Company's sales incentive compensation program and is eligible for the J&J Fleet program, with the option of a company car or car allowance subject to program terms.

Requirements

Bachelor's degree.
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 knowledge of disease states 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 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 well with a team, accept constructive feedback, and collaborate in a matrix environment.
Strong organization and prioritization skills, including the ability to manage multiple projects and tasks simultaneously.
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
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 within the assigned territory.
Gain access to clinicians, discover customer needs and goals, use a Challenger selling framework to educate customers, and develop clinical champions.
Engage C-suite stakeholders directly, through clinical champions, and by working with administrative assistants.
Conduct discovery and engage relevant stakeholders within target accounts to understand account goals and needs.
Present, educate, manage, engage, and thoughtfully challenge multiple stakeholders in complex sales and boardroom environments.
Maintain a detailed, frequently updated strategic territory business plan.
Present 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 outside the capital budget cycle, 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.
Coordinate post-sale installation, implementation, and adoption protocols with Sales and Service teams.
Support new customers in the clinical adoption of Ottava.
Work with customers to help them achieve clinical and economic goals with the technology, improve satisfaction, and drive utilization.
Maintain expert-level 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 broader organization as needed.

Benefits

Company-sponsored medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Consolidated retirement plan (pension) 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 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.
Sales incentive compensation program/MBO, subject to applicable plan terms.
J&J Fleet program eligibility, with the option of a company car or car allowance subject to program terms.