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About the Role

Johnson & Johnson is seeking an Area Sales Manager for Ottava, a field-based role in Upstate New York. This position focuses on the commercialization, sales, support, and capital program management of Ottava, a next-generation surgical technology. The role involves engaging with clinicians and C-suite stakeholders, leading product discussions and demonstrations, and driving sales within the assigned territory.

Responsibilities

Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets.
Gain access to clinicians, understand customer needs, and develop clinical champions using a Challenger selling framework.
Engage directly with C-Suite stakeholders and relevant internal stakeholders to understand account goals and needs.
Conduct product technical and clinical demonstrations.
Present and negotiate capital pricing and program performance terms.
Implement post-sales installation, implementation, and adoption protocols.
Support new customers in clinical adoption of Ottava.
Ensure customers achieve their clinical and economic goals with the new technology.
Develop and maintain expert-level knowledge of Ottava products and industry trends.
Present realistic sales forecasts to sales management.

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 and clinical knowledge to physicians and economic buyers.
Ability to travel extensively up to 75%, including overnight travel within the assigned territory.
Required to work in a hospital, ASC setting, attending live patient cases as when required and wear necessary protective gear.
Self-starter who performs well with autonomy and is a problem solver who can think critically in high-pressure environments.
Works well with the team and frequently shares sales strategies and key learnings.
Receptive to constructive feedback and collaborates well within a matrix team environment.
Proven ability to articulate customer needs and feedback to the organization.
Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize.
Ability to communicate at a high level and high frequency on a daily basis with sales management and the broader organization.
Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.

Skills

Capital Equipment Sales
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

Location

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
Upstate New York

Work Type

Field-based
Full-time

Experience Level

6 years of relevant experience in healthcare
3 years in capital sales

Education Level

Bachelors degree

Salary/Compensations

$180,000

Benefits

Sales incentive compensation program/MBO
J&J Fleet program (company car or car allowance)
Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance
Consolidated retirement plan (pension) and 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
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

About the Company

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.
Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
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.
Learn more at https://www.Jnj.com/medtech

Equal Opportunity

Johnson & Johnson is an 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, state or local law.
We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.