Area Sales Manager - NYC - Ottava

Job Function: Med Tech Sales

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

Job Category: Professional

Location: New York, New York, United States

As an Area Sales Manager (ASM), the 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 plans, engaging both clinicians and other J&J Med Tech team members, and C‑Suite stakeholders within target accounts. The ASM will lead clinical and technical product discussions and demonstrations, present various capital equipment service, financing and sales options, partner with the Clinical Sales team and Service team to support post‑sales installation and adoption of Ottava products, and educate physicians and staff.

• 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.
• Conduct discovery and engage 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 identify 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 the customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer utilization rates.
• 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.

• Minimum of a Bachelor's degree is required.
• Minimum of 6 years of relevant experience in healthcare is required.
• 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 buyers is a must.
• The ability to travel extensively up to 75%, including overnight travel within the assigned territory is a must.
• Required to work in a hospital, ASC setting, attending live patient cases as needed and wear necessary protective gear (lead aprons, masks, etc.).
• Self‑starter who performs well with autonomy and problem‑solver who can think critically in high‑pressure environments.
• Works well with the team and frequently shares sales strategies, key learning with sales management and with peers.
• Receptive to constructive feedback and collaborates and works well within a matrix team environment.
• Proven ability to articulate customer needs and feedback to the entire organization as needed.
• Must be highly organized with the ability to manage multiple projects/tasks simultaneously and effectively prioritize projects and…