Territory Manager, Cardiac Imaging & Structural Heart (Detroit, MI or Pittsburgh, PA or Cleveland/Cincinnati, OH) - Johnson & Johnson MedTech, Electrophysiology

Johnson & Johnson Innovative Medicine • Cincinnati, OH

2d • Onsite

About The Position

This role is for a Territory Manager, Cardiac Imaging & Structural Heart at Johnson & Johnson MedTech, Electrophysiology. The position is based in Detroit, MI, Pittsburgh, PA, or Cleveland/Cincinnati, OH. The company is focused on healthcare innovation, aiming to prevent, treat, and cure complex diseases with smarter, less invasive, and personal solutions. The Cardiovascular team develops leading solutions for heart recovery, electrophysiology, and stroke, aiming to elevate standards of care for stroke, heart failure, and atrial fibrillation (AFib) patients. The Territory Manager will be responsible for achieving sales goals in their assigned territory by driving the adoption of 2D and 4D intracardiac echocardiography in structural heart procedures and increasing market share. This includes developing the structural heart imaging market, identifying new procedural opportunities, expanding ICE adoption, and transitioning workflows from TEE-dependency to ICE-guided procedures. The role involves building and maintaining relationships with physicians, hospital and Cath lab staff, and key opinion leaders. The Territory Manager acts as the territory lead, coordinating a pod team including Ultrasound Clinical Account Specialists (UCASs) and partnering with Regional Business Directors (RBDs) to meet business objectives. The role requires managing all aspects of the customer group, influencing clinical and non-clinical stakeholders, and approaching customer management from a total account perspective. The primary focus is to lead the commercial pivot from TEE-dependent procedures to ICE as the imaging modality of choice, integrating Johnson & Johnson’s Credo and Leadership Imperatives to inspire the team, uphold compliance, and impact patient outcomes and workflow efficiencies. This role is adjacent to Electrophysiology and is key to expanding J&J’s leadership in Interventional Cardiology and Structural Heart.

Requirements

• BA/BS degree combined with a 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.
• Documented sales awards and achievements.
• 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.
• 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, as well as other key metrics.
• 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 partners 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, fostering strong customer relationships, and ensuring operational excellence.
• Lead the commercial 'pivot' from TEE-dependent procedures to ICE (Intracardiac Echocardiography) as the imaging modality of choice.
• Inspire the local team to deliver exceptional results, uphold the highest standards of compliance, and make a meaningful impact on patient outcomes and workflow efficiencies in the field of structural heart.
• 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.
• Communicate business-related issues or opportunities to next management level.
• Ensure subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition.
• Ensure personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures.
• 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 as needed.

Benefits

• Inclusive work environment where each person is considered as an individual.
• Respect for the diversity and dignity of employees and recognition of their merit.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees