Area Sales Manager - Dallas-Fort Worth - Ottava

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. Learn more at

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Med Tech Sales

Capital Sales -- Med Tech (Commission)

Professional

Dallas, Texas, United States;
Fort Worth, Texas, United States

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We are searching for the best talent for an Area Sales Manager for Ottava. This is a field-based role available in Dallas-Fort Worth, TX.

• 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 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.
• 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 the organization achieves clinical and economic goals with the new technology and drives higher customer utilization rates.
• Develop and maintain expert level knowledge of Ottava products and demonstrate a firm grasp of industry trends, market trends, and strategies to stay ahead of the competition.

• A minimum of a Bachelors 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 and clinical knowledge of disease states to physicians and economic buyers.
• The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a…