Senior Director Clinical Sales, Ottava – West US

Johnson & Johnson Innovative Medicine•Santa Clara, NV

2d•Remote

About The Position

This is a field-based role available within the western region of the United States. OTTAVA is J&J’s first soft-tissue surgical robotics product, designed to enter an intense competitive landscape with a compressed launch curve. As a result, we are looking for a Head of U.S. Clinical Sales, OTTAVA, reporting to the General Manager, OTTAVA US, who can build capital selling capabilities while leveraging the breadth and scale of J&J to lead the OTTAVA team to compete in a fast-growing, multi-billion-dollar market. The role involves planning, developing, and directing all aspects of the clinical sales strategy for the OTTAVA Platform in the US, ensuring effective implementation and execution of strategies to create a long-term growth trajectory. It also includes people leadership of a growing clinical sales organization, driving strong people development, inclusion, and building capabilities for the future MedTech robotic environment.

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 background 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

Develop relationships with both clinical as well as economic champions at new and existing customers to best understand customer needs, capital buying cycle, capital funding options outside of the capital budget cycle and identifying new technology acquisition processes.
Develop team members to ensure they are excellent leading product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava Health technologies. Assist in these demonstrations when needed and when it’s applicable.
Implement post sales installation, implementation and adoption protocol in collaboration with the sales team and service team to achieve the desired business objective of the deal.
Ensure your team is supporting new customers in clinical adoption of Ottava Health technologies.
Work with the customer and your team members to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
Develop and maintain expert level knowledge of all Ottava products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.
Further build clinical sales strategy for OTTAVA Platform, ensuring that the delivery of plans brings profitable growth through procedural volume from clinical champions.
Lead the team to create a high-performing, agile, and customer-focused clinical sales organization. Develop a robust pipeline of diverse leaders with skills to succeed in a complex, dynamic marketplace. Champion initiatives to promote an inclusive workplace environment and a highly engaged workforce.
Drive an ambitious talent development and people development agenda, built on strong inspirational Credo-based people leadership.
Develop strong relationships with key hospital executives and opinion leaders to create reference sites for greenfield targeted accounts for OTTAVA.
Ensure healthcare compliance and ethical/integrity principles are championed and actively practiced at every level of the organization.
Develop the internal & external partnerships to facilitate collaboration and to establish J&Js industry presence and expertise in this space.
Deliver weekly reports to detail SMART goal performance, KPI’s and funnel growth to achieve quarterly sales goals.
Accountable to daily, weekly, monthly deliverables, working closely with the OTTAVA US GM to ensure each opportunity is managed effectively through the sales pipeline.
Deliver on marketing and sales tactics to drive competition and awareness of the OTTAVA brand in target markets, to support quick adoption.
Additional duties/responsibilities according to business needs.

Benefits

medical
dental
vision
life insurance
short- and long-term disability
business accident insurance
group legal insurance
consolidated retirement plan (pension)
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