Area Sales Manager- Orange County - Ottava

Position Overview

We are searching for the best talent for an Area Sales Manager for Ottava. This is a field‑based role available in Orange County, California.
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. Your contributions will help treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer.
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, 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 and 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 they 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.
Qualifications

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 as well as clinical knowledge of disease states to physicians and economic buyers.
Ability to travel extensively up to 75%, including overnight travel within the assigned territory.
Required to work in a hospital or ASC setting, attending live patient cases as required and wear necessary protective gear (e.g., lead aprons, masks).
Self‑starter who performs well with autonomy and is a problem solver who can think critically in high‑pressure environments.
Works well with the team and frequently shares sales strategies and key learning with sales management and peers.
Receptive to constructive feedback and collaborates well within a matrix team environment.
Proven ability to articulate customer needs and feedback to the entire organization as needed.
Highly organized with the ability to manage multiple projects and tasks simultaneously and effectively prioritize them.
Ability to communicate at a high level and high frequency on a daily basis with sales management and the broader organization.
Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820.
Preferred Skills

Brand Positioning Strategy
Brand Recognition
Commercial Awareness
Competitive Landscape Analysis
Confidentiality
Financial Reports
Interpersonal Influence
Market Opportunity Assessment
Process Improvements
Report Writing
Sales Enablement
Sales Prospecting
Strategic Sales Planning
Strategic Thinking
Sustainable Procurement
Technical Credibility
Vendor Selection
Compensation & Benefits

The base pay for this position is $180,000 annually. The company maintains a highly competitive performance‑based management (MBO) program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
Employees and/or eligible dependents are eligible to participate in the following company‑sponsored employee benefit programs: medical, dental, vision, life insurance, short‑ and long‑term disability, business accident insurance, and group legal insurance.
Employees are eligible to participate in the company’s consolidated retirement plan (pension) and savings plan (401(k)). This position is eligible to participate in the company’s long‑term incentive program.
Employees are eligible for the following time‑off benefits:
Vacation – 120 hours per calendar year
Sick time – 40 hours per calendar year (56 hours per calendar year for employees residing in Washington)
Holiday pay, including floating holidays – 13 days per calendar year
Work, Personal and Family Time – up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Condolence Leave – 30 days for an immediate family member; 5 days for an extended family member
Caregiver Leave – 10 days
Volunteer Leave – 4 days
Military Spouse Time‑Off – 80 hours
Equal Opportunity Employer

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 characteristics protected by federal, state or local law.
We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.

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