Area Sales Manager - Boston - Ottava

Job 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 Med Tech, 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.

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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.

Med Tech Sales

Capital Sales -- Med Tech (Commission)

Professional

Boston, Massachusetts, United States of America

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.

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.
• Competency conducting 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 sale 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 Bachelors degree is required; A minimum of 6…