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About the Role

Johnson & Johnson is recruiting for an Area Sales Manager for Ottava. This is a field-based role covering the greater Houston Territory (South of Dallas) available in Houston, San Antonio, or Austin, Texas. The Area Sales Manager (ASM) 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 clinical champions and engaging directly with C-Suite stakeholders within target accounts. ASMs will lead clinical and technical product discussions and demonstrations, present various capital equipment service, financing, and sales options, and partner with the Clinical Sales and Service teams to support post-sales installation and adoption of Ottava products.

Responsibilities

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 build them into clinical champions.
Engage directly with C-Suite stakeholders by going directly to them, leveraging clinical champions, and working with administrative assistants.
Conduct discovery and engage with all relevant stakeholders inside the target account to develop a comprehensive understanding of the account’s goals and needs.
Present, educate, manage, engage, and challenge 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 and economic champions at new and existing customers to understand customer needs, capital buying cycle, capital funding options, and 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 sales management team.
Implement post-sales installation, implementation, and adoption protocols in collaboration with the sales and service teams.
Support new customers in clinical adoption of Ottava.
Work with the customer to ensure they can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
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.

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.

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
Sustainable Procurement
Technical Credibility
Vendor Selection

Location

Austin, Texas, United States
Houston, Texas, United States
SAN ANTONIO, Texas, United States of America

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 (56 hours for Washington State residents)
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. Patients are waiting.
Your unique talents will help patients on their journey to wellness.
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.