Area Sales Manager - Miami - Ottava

Job Summary MedTech Sales - Area Sales Manager (Capital) at Johnson & Johnson, Miami, FL. The role focuses on end-to-end commercialization, including sales, support, and capital program management for Ottava. Responsibilities Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets within the assigned geographic territory. Access clinicians and conduct discovery of customer needs and goals; educate using a Challenger selling framework and build clinical champions. Engage directly with C‑suite stakeholders, leveraging clinical champions and working with administrative assistants. Conduct discovery and engage all relevant stakeholders to develop a comprehensive understanding of the account’s goals and needs. Excel at presenting, educating, managing, engaging, and challenging multiple stakeholders in a complex sale and boardroom environment. Maintain a detailed, frequently updated strategic business plan for the territory. Present realistic sales forecasts to sales management on a consistent basis. Develop relationships with clinical and economic champions at new and existing customers to understand needs, capital buying cycles, funding options, and 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 customers in collaboration with the sales management team to achieve mutually desirable outcomes. Implement post‑sales installation, implementation, and adoption protocol in collaboration with the sales and service teams to achieve the business objective of the deal. Support new customers in clinical adoption of Ottava and work with them to achieve clinical and economic goals, driving higher utilization rates. Develop and maintain expert level knowledge of Ottava products and demonstrate a firm grasp of industry and market trends to stay ahead of competition. Qualifications & Requirements A Bachelor’s degree; minimum 6 years of relevant experience in healthcare; minimum 3 years in capital sales. Demonstrated ability to learn and communicate technical product and clinical knowledge of disease states to physicians and economic buyers. Ability to travel extensively up to 75% and travel overnight within the assigned territory. Must work in a hospital/ASC setting, attend live patient cases when required, and wear necessary protective gear (e.g., lead aprons, masks). Self‑starter who performs well with autonomy and is a strong problem solver who can think critically in high‑pressure environments. Collaborates well with the team and frequently shares sales strategies and key learnings with sales management and peers. Receptive to constructive feedback and works well within a matrix team environment. Proven ability to articulate customer needs and feedback to the organization as needed. Highly organized; able to manage multiple projects/tasks simultaneously and prioritize effectively. Excellent communication skills at a high level and high frequency on a daily basis with sales management and the broader organization. Experience working in a regulated environment in compliance with ISO 13485 and 21 CFR 820+. Compensation & Benefits Base pay: $180,000 annually. Eligible for a highly competitive MBO program and additional long‑term incentive program. Benefits include medical, dental, vision, life insurance, short‑ and long‑term disability, business accident insurance, group legal insurance, a consolidated retirement plan (401(k) and pension), and a comprehensive vacation, sick, holiday, and leave schedule (vacation 120 hours per year; sick 40 hours per year, 56 hours for Washington State; holidays 13 days; work/personal/family 40 hours; parental 480 hours; condolence 30 days for immediate family, 5 for extended; caregiver 10 days; volunteer 4 days; military spouse 80 hours). Additional benefit information available on the company website. Equal Opportunity Employer 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. The company is committed to providing an interview process that is inclusive of applicants’ needs. Requests for accommodation may be made through the company website. #J-18808-Ljbffr Johnson and Johnson