Area Sales Manager- Orange County - Ottava

Overview

Johnson & Johnson is an Equal Opportunity Employer focusing on innovative healthcare solutions. This role is in Med Tech Sales and is based in California (Orange County area).

Job Function:
Med Tech Sales

Job Sub Function:
Capital Sales -- Med Tech (Commission)

Job Category:
Professional

All Job Posting Locations:
Anaheim, Huntington Beach, Irvine, Santa Ana in California, United States

Job Description:

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The Area Sales Manager (ASM) for Ottava is a field-based role in Orange County, California. This role serves as the point person for end-to-end commercialization, including sales, support and capital program management for Ottava. The ASM will access, develop, and execute business clinical champions, engaging directly with clinicians and other J&J Medtech team members, and with C-Suite stakeholders within target accounts.

The ASM leads clinical and technical product discussions and demonstrations, presents capital equipment service and financing options, and collaborates with the Clinical Sales team and Service team to support post-sales installation and adoption of Ottava products.

• Develop and execute quarterly business plans to achieve capital equipment and disposable sales revenue targets within the assigned territory.
• Gain access to clinicians, discover customer needs, educate with a Challenger selling framework, and build clinical champions.
• Engage with C-Suite stakeholders directly, leveraging clinical champions, and working with administrative assistants.
• Conduct discovery and engage relevant stakeholders to understand the account’s goals and needs.
• Present, educate, manage, engage, and challenge multiple stakeholders in a complex sale and boardroom environment.
• Maintain a detailed, strategic business plan for the territory and present realistic sales forecasts to management.
• Develop relationships with clinical and economic champions to understand customer needs, capital buying cycles, and funding options outside the capital budget.
• Lead product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava.
• Present and negotiate capital pricing and program terms with customers in collaboration with sales leadership to achieve mutually desirable outcomes.
• Implement post-sales installation, adoption protocols, and support clinical adoption of Ottava.
• Help customers achieve clinical and economic goals with the new technology, driving higher utilization.
• Develop expert knowledge of Ottava products and stay ahead of industry trends to maintain competitive advantage.

• A minimum of a Bachelor's degree; at least 6 years of relevant healthcare experience; at least 3 years in capital sales.
• Ability to learn and communicate technical product and clinical knowledge to physicians and economic buyers.
• Willingness to travel up to 75% (including overnight travel) within the assigned territory.
• Required to work in hospital/ASC settings and attend live patient cases as needed, wearing appropriate protective gear.
• Self-starter who performs autonomously and problems solve under pressure.
• Strong teamwork, receptiveness to feedback, and ability to collaborate within a matrix environment.
• Ability to articulate customer needs to the organization and manage multiple projects simultaneously.
• Excellent communication with sales management and the broader organization.
• Ability to work in a regulated environment compliant with ISO 13485 and 21 CFR 820.

The base pay for this position is $180,000 annually. The company offers a competitive MBO program. Eligible for participation based on plan terms. Benefits include medical, dental, vision, life insurance, disability, accident insurance, and group legal insurance; retirement and savings plans; long-term incentive program; and time-off benefits (vacation, sick leave, holidays, personal/family time, parental leave, caregiver leave, volunteer leave, and military spouse time-off).

Additional information can be found at:

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 protected characteristics. J&J participates in VEVRAA and Section 503 of the Rehabilitation Act. If you require accommodation during the interview process, please contact us via