Area Sales Manager - DC - Ottava

Area Sales Manager – Ottava (Capital Sales – MedTech) MedTech Sales – Capital Sales (Commission). Based in Washington, D.C., United States. Job Overview We are searching for an Area Sales Manager for Ottava. This field‑based role is responsible for end‑to‑end commercialization, including sales, support and capital program management for Ottava products. As an ASM, you will access and develop clinical champions, engage with clinicians and C‑Suite stakeholders, lead product technical and clinical demonstrations, and collaborate with the Clinical Sales and Service teams to support post‑sales adoption. Responsibilities Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets within the assigned territory. Gain access to clinicians, conduct appropriate discovery of customer needs and goals, educate with a Challenger selling framework, and ultimately test and build clinical champions. Engage directly with C‑Suite stakeholders, leveraging clinical champions and working with administrative assistants. Conduct discovery and engage with all relevant stakeholders inside target accounts to develop a comprehensive understanding of account goals and needs. Excell at presenting, educating, managing, engaging, and thoughtfully challenging multiple stakeholders in complex sales and boardroom environments. Maintain a detailed, frequently updated strategic business plan for the territory. Present realistic sales forecasts to sales management consistently. Develop relationships with both clinical and economic champions at new and existing customers to understand capital buying cycles, funding options, and technology acquisition processes. Lead product technical and clinical demonstrations to ensure sales and adoption of Ottava. Present and negotiate capital pricing and program performance terms with customers to achieve mutually desirable outcomes. Implement post‑sales installation, implementation, and adoption protocols in collaboration with the sales and service teams. Support new customers in clinical adoption of Ottava and ensure they achieve clinical and economic goals. Maintain expert level knowledge of Ottava products and understand industry and market trends to stay ahead of competition. Qualifications / Requirements Minimum of a Bachelor’s degree. Minimum of 6 years of relevant healthcare experience, including 3 years in capital sales. Demonstrated ability to learn and communicate technical product and clinical knowledge to physicians and economic buyers. Ability to travel extensively (up to 75%) and attend live patient cases when required, wearing necessary protective gear. Self‑starter, autonomous, problem solver able to think critically in high‑pressure environments. Team player who shares sales strategies and key learning with peers and management. Receptive to feedback and collaborates effectively within a matrix team. Proven ability to articulate customer needs and feedback to the organization. Highly organized, capable of managing multiple projects and prioritizing tasks. Strong communication skills with frequent communication to sales management and broader organization. Experience working in a regulated environment compliant with ISO 13485 and 21 CFR 820. Compensation & Benefits Base pay: $180,000 annually. The company maintains a competitive MBO program; eligibility depends on the applicable plan. Employees and eligible dependents may participate in company‑sponsored medical, dental, vision, life insurance, short‑ and long‑term disability, business accident insurance, and group legal insurance. Eligible employees may also participate in the consolidated retirement plan (pension) and 401(k) savings plan. The position is eligible for the long‑term incentive program. Time‑off benefits include: vacation 120 hours per calendar year, sick time 40 hours (56 hours for Washington state residents), holiday pay 13 days (plus floating holidays), work‑personal‑family time up to 40 hours, parental leave 480 hours within a year of birth/adoption/foster care, condolence leave 30 days (5 days for extended family), caregiver leave 10 days, volunteer leave 4 days, and military spouse time‑off 80 hours. EEO Statement 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 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. Required 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. 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 Israelvcforum