Area Sales Manager - North FL- Ottava

Johnson & Johnson is a leader in healthcare innovation, dedicated to improving health outcomes through advanced medical technologies. They are seeking an Area Sales Manager to oversee the commercialization of the Ottava product line, focusing on developing relationships with clinicians and C-Suite stakeholders to drive sales and adoption of surgical technologies.

Responsibilities:

• 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
• Excell 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