Robotics Capital Territory Manager

Role Overview

• Serve as the point person for end to end capital sales management for their territory
• Identify and target new accounts and competitively sell the Monarch system
• Drive growth through partnering with other JNJ teams and complimentary portfolios with a strategic growth mindset at academic institutions and large heath systems
• Co-develop a strategic business plan that identifies relevant customer needs; prioritizes initiatives and company investments, and establishes a clear action plan for success
• Present realistic sales forecasts to sales management on a consistent basis
• Build a strong Monarch brand and relationship at the Service Line Administrator and C-Suite level within the identified flagship hospital and health system 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 Auris Surgical Robotics technologies
• 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 including various capital equipment service, financing and sales/rental options
• Implement post sales installation, implementation and adoption protocol in collaboration with the local sales and service team to achieve the desired business objective of the deal
• Support new customers in clinical adoption of Auris Surgical Robotics technologies
• Work with the customer to ensure achievement of clinical and economic goals with the new technology and help drive overall customer satisfaction and utilization rates
• Develop and maintain expert level knowledge of all Auris Surgical Robotics products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition
• Partner and build internal relationships across other strategic Johnson and Johnson businesses
• Own in-field market development for current and future product developments; serve as market intel lead for bronch/lung cancer product, service and market shifts; play a key role in understanding and compliantly demonstrating JJMT’s commitment to detection and eventual treatment of lung cancer.

Requirements

• A minimum of a Bachelors degree is required
• A minimum of 4 years of relevant experience in healthcare is required
• A minimum of 3 years in disruptive capital sales is strongly preferred
• 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 required
• Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job
• 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 well in a 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 tasks
• Ability to communicate at a high level and high frequency level daily with sales management and the broader organization
• Ability to work in a regulated environment in compliance to ISO 13485 and 21 CFR 820.

Benefits

• Inclusive work environment
• Health is everything