Sr. Regional Sales Manager – Southeast– Monarch

Johnson & Johnson•Orlando, FL

16h•Hybrid

About The Position

At Johnson & Johnson Med Tech, we’re changing the trajectory of health for humanity, using robotics to enhance healthcare providers’ abilities and improve patients’ diagnoses, treatments, and recovery times. Johnson & Johnson Robotics was established in 2020 with the integration of Auris Health, Verb Surgical, C-SATS, and Ethicon. It comprises three key med-tech platforms: Flexible Robotics (MONARCH®), Surgical Robotics (OTTAVA™), and Digital Solutions. Our ambition is to be in every OR, enhancing the work of surgeons, nurses, and everyone involved in a patient’s surgical journey. To do this, we’re building a connected ecosystem that aims to make surgery smarter, reduce variation in surgical outcomes, and improve patient results. Monarch Flexible Robotics is defining the future of medical intervention. By combining advancements in medical robotics, instrumentation, navigation, and data science, Monarch is building a platform technology capable of expanding the applicability of robotics to a spectrum of medical procedures. Join our collaborative, rapidly growing teams in the Southeast Territory. As a Regional Sales Manager (RSM), this individual will serve as the point person for end to end Area program development and clinical success, including procedure sales, support and driving utilization for all Monarch Surgical Technologies. The RSM will be primarily responsible for hiring, developing and leading a team of Account Managers and Clinical Specialists in their defined territory Area. The RSM will manage, develop and maintain their own Business Plan and will assist their Account Managers and Clinical Specialists with managing and developing and executing business plans for their assigned territories, leading clinical and technical product discussions and demonstrations as part of the sales process, referral education sales activities, conducting Business Review Program sessions, managing any post sales installation and will support after sales adoption and utilization of Monarch products, including educating physicians and staff on the use of the products. Region will include Florida, Georgia, South Carolina, and North Carolina.

Requirements

A minimum of a bachelor’s degree and 4 years of Medical Device or related sales management or sales leadership experience is required.
Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to physicians and economic buyers is a must.
The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a must for the role.
Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job and wear necessary protective gear (i.e. lead aprons, masks, etc.).
Self-starter who performs well with autonomy and problem solver who can think critically in high pressure environments.
Works well with the team and frequently shares sales strategies key learning with sales management and with peers.
Receptive to constructive feedback and collaborates and works well within a matrix team environment.
Proven ability to articulate customer needs and feedback to the entire organization as needed.
Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and tasks.
Ability to communicate at a high level and high frequency level daily with sales management and the broader organization.
Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.

Nice To Haves

Advertising
Coaching
Developing Others
Hospital Operations
Inclusive Leadership
Innovation
Leadership
Market Research
Market Savvy
Medicines and Device Development and Regulation
Pricing Strategies
Relationship Building
Representing
Sales
Sales Territory Management
Sales Training
Stakeholder Engagement
Sustainable Procurement
Team Management
Vendor Selection

Responsibilities

Develop and execute quarterly business plans which achieve procedure sales and disposable sales revenue targets within the assigned geographical territory.
Maintain a detailed, frequently updated and strategic business plan for the territory and assist the Account Manager team with developing, managing and executing their own detailed territory Business Plan.
Achieve growth and hit sales targets by successfully managing the Account Manager and Clinical Specialist Team.
Design and implement a strategic business plan that expands company’s customer base and ensure its strong presence within the RSM Team’s geography.
Responsible for recruiting, coaching and performance monitoring of all Account Manager and Clinical Specialist direct reports.
Build and promote strong, long-lasting customer relationships by partnering with their Account Manager and Clinical Specialist team and customers understanding both the Account Manager/Clinical Specialist and their customer’s needs.
Present sales, revenue and expenses reports and realistic forecasts to the National Sales Director and Sales Management team.
Communicate at a high level and share sales successes and winning sales strategies within the Area, with their RSM peers and with their National Sales Director and Business Unit Leader.
Work with the Area’s Field Sales Territory Manager counterparts to execute key strategic sales activities that maximize all Monarch capital system sales and procedure sales.
Assist Account Managers with leading product technical and clinical demonstrations to ensure eventual sales and adoption of Monarch technologies.
Execute key referral education activities that lead to increased procedure sales.
Implement post sales installation, implementation and adoption protocols in collaboration with the sales team and service team to achieve the desired business objectives.
Support new customers in clinical adoption of Monarch technologies.
Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
Must develop and maintain expert level knowledge of all Monarch products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

Benefits

Consolidated retirement plan (pension)
Savings plan (401(k))
Long-term incentive program
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year
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/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 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
Sales incentive compensation program
J&J Fleet program (company car or car allowance)