Senior Director Clinical Sales, Ottava – West US

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. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world.  We provide an inclusive work environment where each person is considered as an individual.  At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

People Leader

All Job Posting Locations:

Arizona (Any City), Arkansas (Any City), California (Any City), Colorado (Any City), Idaho (Any City), Illinois (Any City), Iowa (Any City), Kansas (Any City), Louisiana (Any City), Minnesota (Any City), Missouri (Any City), Montana (Any City), Nebraska (Any City), Nevada (Any City), New Mexico (Any City), North Dakota (Any City), Oklahoma (Any City), Oregon (Any City), Santa Clara, California, United States of America, South Dakota (Any City), Texas (Any City), Utah (Any City), Washington (Any City), Wisconsin (Any City), Wyoming (Any City)

Job Description:

Senior Director Clinical Sales, OTTAVA – West US
 

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
 

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.
 

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech
 

We are searching for the best talent for Senior Director Clinical Sales, Ottava – West US. This is a field-based role available in within the western region of the United States.
Purpose:
OTTAVA is J&J’s first soft-tissue surgical robotics product, designed to enter an intense competitive landscape with a compressed launch curve. As a result, we are looking for a Head of U.S. Clinical Sales, OTTAVA, reporting to the General Manager, OTTAVA US, who can build capital selling capabilities while leveraging the breadth and scale of J&J to lead the OTTAVA team to compete in a fast-growing, multi-billion-dollar market.
 

· Plans, develops, and directs all aspects of the clinical sales strategy for OTTAVA Platform in the US based on our company goals and objectives

· Ensures effective implementation and execution of strategies to create a long-term growth trajectory for OTTAVA Platform in the US by building successful robotics programs with strong clinical support

· People leadership of a growing clinical sales organization, driving strong people development, inclusion and building strong new capabilities to succeed in the future MedTech robotic environment
 

You will be responsible for:

· 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.

• Develop  team members to ensure they are excellent leading product technical and clinical demonstrations to ensure eventual sales and adoption of Ottava Health technologies. Assist in these demonstrations when needed and when it’s applicable.

• 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.

• Ensure your team is supporting new customers in clinical adoption of Ottava Health technologies.

• Work with the customer and your team members 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 all Ottava products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

· Further build clinical sales strategy for OTTAVA Platform, ensuring that the delivery of plans brings profitable growth through procedural volume from clinical champions

· Lead the team to create a high-performing, agile, and customer-focused clinical sales organization. Develop a robust pipeline of diverse leaders with skills to succeed in a complex, dynamic marketplace. Champion initiatives to promote an inclusive workplace environment and a highly engaged workforce.

· Drive an ambitious talent development and people development agenda, built on strong inspirational Credo-based people leadership

· Develop strong relationships with key hospital executives and opinion leaders to create reference sites for greenfield targeted accounts for OTTAVA

· Ensure healthcare compliance and ethical/integrity principles are championed and actively practiced at every level of the organization.

· Develop the internal & external partnerships to facilitate collaboration and to establish J&Js industry presence and expertise in this space

· Deliver weekly reports to detail SMART goal performance, KPI’s and funnel growth to achieve quarterly sales goals

· Accountable to daily, weekly, monthly deliverables, working closely with the OTTAVA US GM to ensure each opportunity is managed effectively through the sales pipeline

· Deliver on marketing and sales tactics to drive competition and awareness of the OTTAVA brand in target markets, to support quick adoption

· Additional duties/responsibilities according to business needs

The base pay for this position is $250,000.
The Company maintains highly competitive, performance-based compensation programs.  Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan.  The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/performance year.  Bonuses are awarded at the Company’s discretion on an individual basis.

• Employees and/or eligible dependents may be 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 may be 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 – up to 120 hours per calendar year
  • Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year
  • Holiday pay, including Floating Holidays – up to 13 days per calendar year
  • Work, Personal and Family Time - up to 40 hours per calendar year

For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
 

Qualifications/Requirements:

· Bachelor’s degree required. MBA degree preferred

· 10+ years of experience, preferably with complex medical capital equipment

· Demonstrated experience with growing complex medical capital and clinical equipment, including hardware, disposables and software, inside of target markets within your territory

· Ability to work within a cross-functional team with diverse background and areas of expertise

· Excellent verbal and technical written communication skills

· Clearly aligned guiding principles intended to create a unified customer experience.

· Good interpersonal skills with emphasis on leadership, relationship development and influence management

· Exceptional customer focus and relationship building skills; experienced in developing effective relationships across a diverse group of clinical and nonclinical stakeholders

· Strong organizational leadership, with ability to inspire and mobilize teams

· Ability to travel up to 80% domestic, as required to build the Ottava business in each market within a given territory

· Experience utilizing “Challenger” Selling methodology or the ability to adopt new styles of selling complex capital solutions
 

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.

Required Skills:

Preferred Skills:

Advertising, Corporate Governance, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Medicines and Device Development and Regulation, Operational Excellence, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Management, Sustainable Procurement, Tactical Planning, Vendor Selection

The anticipated base pay range for this position is :

Additional Description for Pay Transparency: