Senior Director Clinical Sales, Ottava – West US

Johnson & Johnson • Santa Clara, CA

23h • Remote

About The Position

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. This role offers the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world, helping to effectively treat prevalent conditions such as obesity, cardiovascular disease, and cancer. The OTTAVA platform is J&J’s first soft-tissue surgical robotics product, designed to enter an intense competitive landscape with a compressed launch curve. We are looking for a Head of U.S. Clinical Sales, OTTAVA, who can build capital selling capabilities while leveraging the breadth and scale of J&J to lead the OTTAVA team in a fast-growing, multi-billion-dollar market.

Requirements

• Bachelor’s degree required.
• 10+ years of experience, preferably with complex medical capital equipment.
• Demonstrated experience with growing complex medical capital and clinical equipment, including hardware, disposables, and software, inside of target markets within your territory.
• Ability to work within a cross-functional team with diverse backgrounds and areas of expertise.
• Excellent verbal and technical written communication skills.
• Clearly aligned guiding principles intended to create a unified customer experience.
• Good interpersonal skills with emphasis on leadership, relationship development, and influence management.
• Exceptional customer focus and relationship building skills; experienced in developing effective relationships across a diverse group of clinical and nonclinical stakeholders.
• Strong organizational leadership, with ability to inspire and mobilize teams.
• Ability to travel up to 80% domestic, as required to build the Ottava business in each market within a given territory.
• Experience utilizing “Challenger” Selling methodology or the ability to adopt new styles of selling complex capital solutions.

Nice To Haves

• MBA degree preferred.

Responsibilities

• Plans, develops, and directs all aspects of the clinical sales strategy for OTTAVA Platform in the US based on company goals and objectives.
• Ensures effective implementation and execution of strategies to create a long-term growth trajectory for OTTAVA Platform in the US by building successful robotics programs with strong clinical support.
• Provides people leadership of a growing clinical sales organization, driving strong people development, inclusion, and building new capabilities to succeed in the future MedTech robotic environment.
• Develops relationships with both clinical and economic champions at new and existing customers to understand customer needs, capital buying cycles, capital funding options, and new technology acquisition processes.
• Develops team members to ensure they are excellent in leading product technical and clinical demonstrations.
• Assists in product technical and clinical demonstrations when needed and applicable.
• Implements post-sales installation, implementation, and adoption protocols in collaboration with the sales and service teams to achieve desired business objectives.
• Ensures the team supports new customers in the clinical adoption of Ottava Health technologies.
• Works with customers and team members to ensure customers achieve their clinical and economic goals with the new technology and overall customer satisfaction, driving higher customer utilization rates.
• Develops and maintains expert-level knowledge of all Ottava products and demonstrates a firm grasp of industry trends, understanding market trends, and develops strategies to stay ahead of the competition.
• Further builds clinical sales strategy for OTTAVA Platform, ensuring that the delivery of plans brings profitable growth through procedural volume from clinical champions.
• Leads the team to create a high-performing, agile, and customer-focused clinical sales organization.
• Develops a robust pipeline of diverse leaders with skills to succeed in a complex, dynamic marketplace.
• Champions initiatives to promote an inclusive workplace environment and a highly engaged workforce.
• Drives an ambitious talent development and people development agenda, built on strong inspirational Credo-based people leadership.
• Develops strong relationships with key hospital executives and opinion leaders to create reference sites for greenfield targeted accounts for OTTAVA.
• Ensures healthcare compliance and ethical/integrity principles are championed and actively practiced at every level of the organization.
• Develops internal & external partnerships to facilitate collaboration and to establish J&J's industry presence and expertise in this space.
• Delivers weekly reports to detail SMART goal performance, KPIs, and funnel growth to achieve quarterly sales goals.
• Accountable for daily, weekly, monthly deliverables, working closely with the OTTAVA US GM to ensure each opportunity is managed effectively through the sales pipeline.
• Delivers on marketing and sales tactics to drive competition and awareness of the OTTAVA brand in target markets, to support quick adoption.
• Performs additional duties/responsibilities according to business needs.

Benefits

• Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
• Consolidated retirement plan (pension) and savings plan (401(k)).
• Long-term incentive program.
• Vacation – up to 120 hours per calendar year.
• Sick time - up to 40 hours per calendar year (up to 56 hours for Washington State employees).
• Holiday pay, including Floating Holidays – up to 13 days per calendar year.
• Work, Personal and Family Time – up to 40 hours per calendar year.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees