Senior Plastic Surgery Sales Representative (Fresno, CA) – Johnson & Johnson MedTech, Aesthetics and Reconstruction

Johnson & Johnson•Fresno, CA

About The Position

The Senior Plastic Surgery Sales Representative supports the Fresno, California territory for Mentor Worldwide, expanding sales of Mentor products and converting competitive products in accordance with company policy and sales direction. The role is responsible for achieving product sales to new and established accounts, meeting sales objectives, and increasing market penetration. The position is eligible for sales incentives and commissions. The representative demonstrates proper surgical use of products to physicians, addresses customer questions and objections, manages and develops accounts, builds customer relationships, and executes the sales cycle ethically and professionally. The role uses a consultative sales approach, plans customer calls, assesses needs, presents product information, handles objections, closes sales, and follows up. It also supports customers in augmentation and reconstruction settings and develops and services key opinion leader relationships. The role manages a territory across private practices, surgery centers, and hospitals; assesses territory metrics; develops and implements business plans; promotes marketing programs; completes consignment audits; and operates within regional travel and budget limits. The representative is expected to maintain knowledge of the market, breast anatomy, Mentor and competitive portfolios, and supporting studies and materials, and to communicate product strategy and scientific or clinical benefits to customers, management, and teammates. The position also requires compliance with applicable laws, regulations, company policies, and procedures, and communication of business issues or opportunities to the next management level.

Requirements

Bachelor’s degree.
4–6 years of total work experience.
At least 4 years of outside sales experience.
Ability to identify decision makers and influence decisions.
Ability to manage and prioritize workload, multitask, and handle a diverse mix of issues, responsibilities, and challenges.
Excellent communication and presentation skills.
Ability to manage budgets and expenses and execute plans.
Strong computer skills.
Ability to function effectively in a high-performance team.
Flexibility to adapt to a rapidly changing environment.
Strong organizational and prioritization skills.
Ability to communicate scientific and clinical product features and benefits.

Nice To Haves

Surgical sales experience.
Knowledge of clinical and surgical techniques and procedures, and medical terminology.
4+ years of sales experience with a documented history of at least 2 years of sales success in a medical device sales environment.
Experience selling to surgeons in an operating room environment and/or calling on plastic surgeons.
Aesthetics sales experience and experience calling on plastic surgeons.

Responsibilities

Achieve Mentor product sales to new and established accounts, meet sales objectives and quotas, and increase market penetration.
Demonstrate proper surgical use of products to physicians and respond to customer product questions and objections using the company’s sales methodology.
Maintain and expand current accounts, build new accounts, develop strong customer relationships, and encourage customers to become product advocates.
Execute the sales cycle professionally, ethically, and persuasively, including pre-call planning, needs assessment, presentation of visual aids, objection handling, closing, and follow-up.
Use a consultative sales approach to develop customer business and position the Mentor portfolio for augmentation and reconstruction settings.
Identify decision makers, build strategic customer relationships, develop and service key opinion leaders, and allocate marketing programs.
Manage multiple product call points across private practices, surgery centers, and hospitals.
Assess territory metrics and develop and implement territory business plans; meet productivity goals across the product portfolio.
Implement and promote marketing programs in private practice settings and execute the marketing plan across the portfolio.
Complete consignment audits by established deadlines and manage territory activity within regional travel and budget limits.
Meet sales training and administrative requirements and timelines set by senior leadership and the Regional Manager.
Maintain market knowledge and technical fluency across Mentor and competitive portfolios, including breast anatomy and supporting studies and materials.
Communicate business-related issues or opportunities to the next management level and articulate strategy to customers, management, and team members.
Operate within defined budgetary limits and comply with applicable federal, state, local, and company regulations, policies, and procedures.
Perform other assigned duties as needed.

Benefits

Participation in the company’s consolidated retirement plan (pension) and savings plan (401(k)), subject to plan terms.
Eligibility to participate in the company’s long-term incentive program.
Vacation: 120 hours per calendar year, subject to policy and hire-date terms.
Sick time: 40 hours per calendar year, with stated state-specific amounts for Colorado and Washington.
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 the birth, adoption, or foster care of a child.
Bereavement Leave: 240 hours for an immediate family member and 40 hours for an extended family member per calendar year.
Caregiver Leave: 80 hours in a 52-week rolling period.
Volunteer Leave: 32 hours per calendar year.
Military Spouse Time-Off: 80 hours per calendar year.