Territory Manager, Cardiac Imaging & Structural Heart (Boston, MA or New York City, NY) - Johnson & Johnson MedTech, Electrophysiology

Johnson & Johnson Innovative Medicine•Boston, MA

3d•Hybrid

About The Position

This role is responsible for achieving sales goals in the assigned territory by driving the adoption of 2D and 4D intracardiac echocardiography in structural heart procedures and increasing market share. The Territory Manager will focus on developing the structural heart imaging market by identifying new procedural opportunities, expanding ICE adoption into new programs, and transitioning workflows from TEE-dependency to ICE-guided procedures. This involves building and maintaining relationships with physicians, hospital staff, and key opinion leaders. The TM acts as the territory lead, coordinating a team including Ultrasound Clinical Account Specialists (UCASs) and collaborating with Regional Business Directors (RBDs) to meet business objectives. The role requires managing all aspects of customer groups, including large hospital systems, teaching hospitals, and community hospitals, and influencing clinical and non-clinical stakeholders to support the use of BWI ultrasound products. A total account management approach is expected, leveraging resources and collaborating with internal and external partners. The primary focus is to lead the commercial shift from TEE-dependent procedures to ICE as the preferred imaging modality, integrating Johnson & Johnson's Credo and Leadership Imperatives to inspire the team, uphold compliance, and impact patient outcomes and workflow efficiencies in structural heart. This position is adjacent to Electrophysiology and is key to expanding J&J's leadership in Interventional Cardiology and Structural Heart.

Requirements

Minimum of a BA/BS degree.
Minimum of 7 years of professional work experience.
5+ years of sales experience in cardiovascular medical devices with a focus on cardiovascular and interventional cardiology products.
Breadth and depth relationships within interventional cardiologists.
Strong analytical, project management, and communication skills.
Experience working in a matrixed organization and collaborating across functions.
Knowledge of healthcare regulations and compliance requirements.
Must have and maintain advanced knowledge of healthcare industry, medical device industry, disease states, and therapeutic and institutional trends.
Must successfully complete Company training programs.
Must have valid driver’s license in the state of residence.
Advanced computer skills.
Ability to multitask without direct oversight of manager.
Field-based work requires driving, walking, and use of phone and computer.
Ability to manage multiple projects and deadlines in a fast-paced environment.
Willingness to travel in the US as required (up to 80%).

Nice To Haves

Selling, supporting, and managing structural heart products and therapies (including TAVI, LAAO, M/T TEER, TTVR, PFO, ASD and Cardiac Imaging) is preferred.
Documented sales awards and achievements preferred.
Prior management experience a plus.
Capital selling experience preferred.

Responsibilities

Achieve sales goals in the assigned territory by delivering adoption of 2D and 4D intracardiac echocardiography in structural heart procedures and market share growth.
Develop the structural heart imaging market within their territory by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and driving transition from TEE-dependent workflows toward ICE-guided procedures.
Build and maintain mutually beneficial relationships with physicians, hospital and Cath lab staff, and key opinion leaders to grow and develop business.
Act as the territory quarterback and indirectly lead a pod team including Ultrasound Clinical Account Specialists (UCASs) and partner with Regional Business Directors (RBDs) to ensure alignment and coordination in meeting business objectives.
Manage all aspects of the customer group, which may include members of large hospital systems/IDNs, as well as teaching and community hospitals.
Influence clinical and non-clinical stakeholders within assigned account base to support the use of BWI ultrasound products.
Approach each customer from a total account management perspective, by leveraging resources appropriately, collaborating with internal and external partners, including stakeholders such as HCPs, Administrators, C-Suite, Quality, Case Management, and other emerging influencers.
Develop and execute strategic sales plans, foster strong customer relationships, and ensure operational excellence.
Lead the commercial "pivot" from TEE-dependent procedures to ICE (Intracardiac Echocardiography) as the imaging modality of choice.
Partner with doctors and Cath lab administrators to set up equipment evaluations and facilitate solutions to issues in a timely manner.
Develop and execute selling strategies and strategic sales plans to achieve and exceed sales objectives.
Own territory strategy includes account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs – inclusive of market development efforts.
Create tactical and operational plans, clearly communicating these to UCASs, RBDs, and other JNJMT CV team members.
Lead and coordinate UCAS pod activity by coordinating strategic efforts in order to drive product utilization throughout the assigned territory.
Maintain regular communication with teammates to ensure alignment and consistency in providing optimal customer service, while maximizing time and effort.
Demonstrate deep product and procedural knowledge, clinical and procedural excellence, and expertise in new product introductions.
Serve as a source of information and support to pod members and internal partners in identifying trends, understanding competitive conditions, and sharing knowledge of best practices within the marketplace.
Capture and communicate voice of customer insights to clinical science, medical affairs, marketing, and R&D teams to inform product development, clinical evidence generation and commercial strategy.
Leverage J&J business partners (cross functionally and across business units) within customer accounts and overlapping geographies to maximize the use of resources and increase business outcomes.
Communicate business related issues or opportunities to next management.
Partner with TMs, UCASs and RBDs to identify and resolve case issues and provide support to engender customer group loyalty and increase business outcomes.
Adhere to all Company guidelines related to Health, Safety and Environmental practices.
Ensure that all resources needed to meet Company guidelines are available and in good condition.
Proactively ensure personal, pod and Company compliance with all Federal, State, local and Company regulations, policies, and procedures.
Provide mentoring for new sales staff members as assigned.
Organize and complete administrative responsibilities efficiently, including timely completion of compliance training, submission of expense reports, samples reporting and other requests and assignments.
Meet Company quality standards and established deadlines.
Maintain company vehicle safety protocols (Safe Fleet) in accordance with all company guidelines.
Stay current in emerging technology and techniques and all aspects of company new product launches and competitive entries.
Facilitate customer adoption of new products, technologies, and techniques.
Stay current on industry best practices and emerging technologies in interventional cardiology and structural heart.
Actively collaborate with EP commercial team(s) on adoption plans from targeting to implementation, to ensuring cross support.