Area Sales Manager - Atlanta - Ottava

Job Description

Fueled by innovation at the intersection of biology and technology, we are 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.

We are searching for the best talent for an Area Sales Manager for Ottava. This is a field-based role available in Atlanta, GA.

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, 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.

The ASM’s will be responsible for leading 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 will 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.
• Competently conduct discovery and engaging 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 that 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 customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
• Must 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.

• 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…