Area Sales Manager- Mid-South- Ottava Surgical Robotics

6267-Auris Health Inc. Legal Entity; Santa Clara (CA); On-site; USD 162,000 - 198,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life insurance

Disability insurance

401(k) retirement plan

Paid time off

Job summary

Johnson & Johnson is recruiting an Area Sales Manager for Ottava in a field-based role covering the Mid-South with Nashville or Birmingham as potential bases. You’ll drive end-to-end commercialization, engage clinical and economic champions, and lead capital equipment deals while partnering with Clinical Sales and Service teams to ensure adoption.

The role requires 6+ years in healthcare, 3+ years in capital sales, and up to 75% travel.

Qualifications

• A minimum of a Bachelor’s degree is required.
• A minimum of 6 years of relevant healthcare experience is required.
• A minimum of 3 years in capital sales is required.
• Ability to travel up to 75% including overnight travel.

Responsibilities

• Develop and execute quarterly business plans to achieve capital equipment and disposable sales targets in the territory.
• Engage with clinicians and economic buyers; build clinical champions.
• Present to C‑Suite stakeholders and navigate a matrix organization to win deals.
• Lead product demonstrations and discuss capital pricing and terms.
• Oversee post‑sale installation, adoption, and utilization with cross‑functional teams.

Skills

Capital Equipment Sales

AI Judgement Integration

Brand Positioning Strategy

Brand Recognition

Commercial Awareness

Competitive Landscape

Confidentiality

Financial Reports

Interpersonal Influence

Market Opportunity Assessment

Process Improvements

Report Writing

Robotic Surgery

Sales Enablement

Sales Prospecting

Strategic Sales Planning

Strategic Thinking

Surgical Robots

Sustainable Procurement

Technical Credibility

Vendor Selection

Education

Bachelor's degree

Job description

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function: MedTech Sales
Job Sub Function: Capital Sales -- MedTech (Commission)
Job Category: Professional

All Job Posting Locations: Birmingham, Alabama, United States, Nashville, Tennessee, United States

Job Description: Johnson & Johnson is recruiting for the best talent for an Area Sales Manager for Ottava. This is a field-based role covering the Mid-South Territory (MS, West TN, AL, FL panhandle) with candidates ideally based in in Nashville, TN or Birmingham, AL. Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments. Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting. Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

Purpose: As an Area Sales Manager (ASM), this individual will serve as the point person for end to end commercialization, including sales, support and capital program management for Ottava. The ASM will be primarily responsible for accessing and developing and executing business clinical champions and engaging directly, and in combination with clinicians and other J&J MedTech team members, C‑Suite stakeholders within your target accounts. ASM’s will be responsible for leading clinical and technical product discussions and demonstrations as part of the sales process, presenting customers with various capital equipment service, financing and sales options, partnering with the Clinical Sales team, and Service team to support managing any post‑sales installation and will support after sales adoption and utilization of Ottava products, including educating physicians and staff on the use of the products.

You will be responsible for:

• Develop and execute quarterly business plans which achieve capital equipment and disposable sales revenue targets within the assigned geographical territory.
• Gain access to clinicians, conduct appropriate discovery of the customer’s needs and goals, educate with a Challenger selling framework, and ultimately test and build them into clinical champions
• Engage directly with C‑Suite stakeholders by going directly to them, leveraging clinical champions, and working with administrative assistants
• Competency conducting discovery and engaging with all relevant stakeholders inside the target account to develop a comprehensive understanding of the account’s goals and needs
• Excel at presenting, educating, managing, engaging, and thoughtfully challenging multiple stakeholders in a complex sale and boardroom environment
• Maintain a detailed, frequently updated and strategic business plan for the territory.
• Present realistic sales forecasts to sales management on a consistent basis.
• Develop relationships with both clinical as well as economic champions at new and existing customers to best understand customer needs, capital buying cycle, capital funding options outside of the capital budget cycle and identifying new technology acquisition processes.
• Lead product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava.
• Present and negotiate capital pricing and program performance terms with the customer in collaboration with the sale management team that achieve mutually desirable outcomes for all parties.
• Implement post sales installation, implementation and adoption protocol in collaboration with the sales team and service team to achieve the desired business objective of the deal.
• Support new customers in clinical adoption of Ottava.
• 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 Ottava products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

Qualifications/Requirements:

• A minimum of a Bachelors degree is required; A minimum of 6 years of relevant experience in healthcare is required; A minimum of 3 years in capital sales 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 on a daily basis with sales management and the broader organization.
• Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.

Required Skills:

• Capital Equipment Sales

Preferred Skills:

• AI Judgement Integration
• Brand Positioning Strategy
• Brand Recognition
• Commercial Awareness
• Competitive Landscape
• Confidentiality
• Financial Reports
• Interpersonal Influence
• Market Opportunity Assessment
• Process Improvements
• Report Writing
• Robotic Surgery
• Sales Enablement
• Sales Prospecting
• Strategic Sales Planning
• Strategic Thinking
• Surgical Robots
• Sustainable Procurement
• Technical Credibility
• Vendor Selection

The anticipated base pay range for this position is : $180,000 base

Additional Description for Pay Transparency:

The Company maintains a highly competitive sales incentive compensation program/MBO. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.

• medical
• dental
• vision
• life insurance
• short- and long-term disability
• business accident insurance
• group legal insurance

Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).

This position is eligible to participate in the Company’s long-term incentive program.

Subject to the terms of their respective policies and date of hire, Employees are eligible for the following time off benefits:

• Vacation –120 hours per calendar year
• Sick time - 40 hours per calendar year; for employees who reside in the State of Washington –56 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
• Condolence Leave – 30 days for an immediate family member: 5 days for an extended family member
• Caregiver Leave – 10 days
• Volunteer Leave – 4 days
• Military Spouse Time-Off – 80 hours

Additional information can be found through the link below. https://www.careers.jnj.com/employee-benefits

Our Credo calls on us to respect the dignity of every individual and create an environment for all people to thrive. Throughout the recruitment process - from application through hiring - we are committed to providing reasonable accommodations/adjustments for qualified candidates with disabilities. If you need support at any stage of the recruitment process, please complete our candidate accommodation request form so we can assist you.

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions are personal.Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity.Learn more at https://www.jnj.com/.