Area Sales Manager - Upstate NY- Surgical Robotics (Ottava)

Johnson & Johnson; Buffalo (NY); On-site; USD 162,000 - 198,000; Full time

Benefits offered by this job

Sales incentive program/MBO

Company car or car allowance

Comprehensive benefits (medical, etc.)

Job summary

Johnson & Johnson is recruiting for an Area Sales Manager for Ottava, a field-based role in Upstate New York. You will access and develop key clinical champions, work with clinicians and executives, and lead demonstrations of surgical technologies to drive adoption and sales.

You will partner with the Clinical Sales and Service teams, manage post-sales installation and utilization, and travel extensively to advance customer relationships and achieve business objectives in a dynamic, regulated

Qualifications

• A minimum of a Bachelor’s degree is required.
• Experience in healthcare and capital sales is highly valued.
• Ability to travel up to 75% plus overnight travel.

Responsibilities

• Develop and execute quarterly business plans to meet capital equipment and disposable sales targets.
• Identify and engage clinical champions and economic buyers across target accounts.
• Lead product demonstrations and discussions with clinicians, executives, and admins.
• Negotiate capital pricing and terms with customers in collaboration with sales management.
• Oversee post-sales installation, adoption, and customer training to maximize utilization.
• Maintain up-to-date territory plans and forecast sales with management.

Skills

Travel readiness

Autonomy

Communication

Problem solving

Teamwork

Clinical/product knowledge

Education

Bachelor's degree

Job description

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 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

Albany, New York, United States of America, Binghamton, New York, United States, Buffalo, New York, United States, Rochester, New York, United States, Syracuse, New York, United States

Job Description

Johnson & Johnson is recruiting for the best talent foran Area Sales Manager for Ottava.This is afield-basedrole available in Upstate New York.

Fueled by innovation at the intersection of biology and technology,we’redeveloping 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 teamthat’sreimagining 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, cardiovasculardiseaseand 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 forend to endcommercialization, including sales,supportand capital program management for Ottava. TheASM will be primarily responsible foraccessing anddevelopingand executing businessclinical champions and engaging directly, and incombination with clinicians and otherJ&J Medtech team members,C-Suite stakeholders within your target accounts.ASM’s will be responsible forleading 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 withthe Clinical Sales team, and Service teamto supportmanaging any post-sales installation andwill supportafter salesadoption 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 equipmentand disposable salesrevenue targets within the assigned geographical territory.
• Gain access to clinicians,conduct appropriate discovery of thecustomer’sneedsand goals, educate with a Challenger selling framework, and ultimately test and build them into clinical champions
• Engage directly with C-Suite stakeholdersby 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 theaccount’s goals and needs
• Excell at presenting, educating,managing, engaging, and thoughtfully challengingmultiple stakeholdersin a complex saleand 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 andidentifyingnew technologyacquisition 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 thesalemanagement team that achieve mutually desirable outcomes for all parties.
• Implement post sales installation,implementationand adoption protocol in collaboration with the sales team and service team to achieve the desired businessobjectiveof 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 andmaintainexpert level knowledge of Ottava products anddemonstratea firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

Qualifications/Requirements:

• Aminimum of aBachelorsdegree 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 assignedterritoryisa mustfor the role.
• Required to work in a hospital, ASC setting, attending live patient casesas whenrequiredas part of the job and wear necessary protective gear (i.e.lead aprons, masks, etc.).
• Self-starter who performs well with autonomy and problemsolverwho can think critically in highpressure environments.
• Works well with the team andfrequentlyshares salesstrategieskey 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 ata high leveland high frequency levelon a daily basiswith sales management and the broader organization.
• Ability to work in a regulated environment in compliancetoISO 13485 and 21 CFR 820.+

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.

This position is eligible for participation in the Company’s J&J Fleet program. Subject to and in accordance with the terms and conditions of the J&J Fleet program, you will have the opportunity to elect to receive a company car or car allowance.

Additional information can be found through the link below.

https://www.careers.jnj.com/employee-benefits

Johnson & Johnsonisan Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal,stateor local law. We actively seek qualified candidates who areprotectedveterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson & Johnsoniscommitted to providing an interview process that isinclusiveofour applicants’ needs. If you are an individual with a disability and would like to requestan accommodation, please contact us via https://www.jnj.com/contact-us/careers or contactAskGSto be directed to your accommodation resource.

#ComplexCapital

Required Skills

Capital Equipment Sales

Preferred Skills

Brand Positioning Strategy, Brand Recognition, Commercial Awareness, Competitive Landscape Analysis, Confidentiality, Financial Reports, Interpersonal Influence, Market Opportunity Assessment, Process Improvements, Robotic Surgery, Sales Enablement, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Technical Credibility, Vendor Selection

The anticipated base pay range for this position is :

$180,000

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. Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and 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