Area Sales Manager - Ohio - Ottava

Overview 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 Details Job Function: MedTech Sales Job Sub Function: Capital Sales -- MedTech (Commission) Job Category: Professional All Job Posting Locations: Cincinnati, Ohio, United States of America; Columbus, Ohio, United States Job Description 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 jnj.com/medtech We are searching for the best talent for an Area Sales Manager for Ottava. This is a field-based role available in Cincinnati or Columbus Ohio. Responsibilities 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. Lead 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 adoption of Ottava products. Support after sales adoption and utilization of Ottava products, including educating physicians and staff on the use of the products. 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. Conduct discovery and engage 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 sales management team to 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 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 to stay ahead of the competition. Qualifications/Requirements A minimum of a Bachelor’s 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. 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 required and wear necessary protective gear (e.g., lead aprons, masks). 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 and key learnings with sales management and peers. Receptive to constructive feedback and collaborates effectively within a matrix team environment. Proven ability to articulate customer needs and feedback to the entire organization as needed. Highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize. Ability to communicate at a high level and high frequency with sales management and the broader organization. Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820. The base pay for this position is $180,000 annually. The Company maintains a highly competitive MBO program. 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. careers.jnj.com/employee-benefits 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 careers link or contact AskGS to be directed to your accommodation resource.

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#ComplexCapital Required Skills: Preferred Skills: Brand Positioning Strategy, Brand Recognition, Commercial Awareness, Competitive Landscape Analysis, Confidentiality, Financial Reports, Interpersonal Influence, Market Opportunity Assessment, Process Improvements, Report Writing, Sales Enablement, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Technical Credibility, Vendor Selection #J-18808-Ljbffr Johnson & Johnson