Sr. Director, Capital Sales (North Central) - Ottava

Johnson & Johnson Innovative Medicine • Santa Clara, IN

2d • Onsite

About The Position

Johnson & Johnson is seeking a Sr. Director of Capital Sales for OTTAVA in the North Central region. This field-based leadership role reports to the General Manager, OTTAVA US, and is responsible for developing and directing the U.S. capital sales strategy for the OTTAVA Platform in alignment with company goals. The leader will build capital-selling capabilities and a growing sales organization, establish successful robotics programs with strong clinical support, and develop a long-term growth trajectory across the territory. The role supports OTTAVA, J&J’s first soft-tissue surgical robotics product, in a competitive market with a compressed launch curve. The position is available in North Dakota, South Dakota, Minnesota, Iowa, Wisconsin, Michigan, Illinois, Indiana, western Ohio, and Kentucky.

The role leads the North Central capital sales organization, delivers quarterly revenue expectations, grows procedural volume through clinical champions, and builds relationships with hospital executives, opinion leaders, and internal and external partners. The leader promotes an inclusive, high-performing, customer-focused organization, drives talent development, ensures ethical and compliant business practices, and manages opportunities and sales-pipeline performance in close partnership with the OTTAVA General Manager. Domestic travel up to 80% is required.

The base pay is $250,000. The position is eligible for the company sales incentive compensation program and long-term incentive program. Eligible employees may participate in medical, dental, vision, life, disability, business accident, and group legal insurance; retirement and savings plans; and time-off benefits. The position is eligible for the J&J Fleet program, with the opportunity to elect a company car or car allowance under its terms.

Requirements

• Bachelor’s degree required.
• 10+ years of experience with complex medical capital equipment.
• Demonstrated experience growing complex medical capital equipment businesses, including hardware, software, and disposables, in target markets within a territory.
• Ability to work within cross-functional teams 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, emphasizing leadership, relationship development, and influence management.
• Exceptional customer focus and relationship-building skills, with experience developing effective relationships across diverse clinical and nonclinical stakeholders.
• Strong organizational leadership and ability to inspire and mobilize teams.
• Ability to travel up to 80% domestically as required to build the OTTAVA business across markets in the territory.
• Experience using the Challenger Selling methodology, or ability to adopt new styles of selling complex capital solutions.

Nice To Haves

• MBA degree preferred.

Responsibilities

• Own North Central capital sales goals and deliver forecasted revenue expectations quarterly.
• Deliver the OTTAVA Platform capital sales strategy and profitable growth plans, including growth in procedural volume through clinical champions.
• Lead a high-performing, agile, customer-focused capital sales organization and develop a diverse pipeline of leaders.
• Champion an inclusive workplace and an engaged workforce, and drive talent and people development.
• Develop strong relationships with hospital executives and opinion leaders.
• Champion and actively practice healthcare compliance and ethical and integrity principles throughout the organization.
• Develop internal and external partnerships to enable collaboration and strengthen J&J’s industry presence and expertise in the space.
• Deliver weekly reports on SMART goal performance, KPIs, and funnel growth to achieve quarterly sales goals.
• Manage daily, weekly, and monthly deliverables and work with the OTTAVA General Manager to manage opportunities through the sales pipeline.
• Deliver marketing and sales tactics that build competition and awareness of the OTTAVA brand in target markets and support rapid adoption.
• Perform additional duties and responsibilities according to business needs.

Benefits

• Competitive sales incentive compensation program, subject to applicable plan terms.
• Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance for eligible employees and/or dependents.
• Consolidated retirement plan (pension) and 401(k) savings plan for eligible employees.
• 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 per calendar year for Washington residents.
• Holiday pay, including floating holidays: up to 13 days per calendar year.
• Work, Personal and Family Time: up to 40 hours per calendar year.
• Eligibility for the J&J Fleet program, with the option to elect a company car or car allowance under program terms.

What This Job Offers

• Job Type: Full-time
• Career Level: Director