Sr. Regional Sales Manager – Southeast– Monarch

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:

Atlanta, Georgia, United States, Florida (Any City), Georgia (Any City), Jacksonville, Florida, United States of America, North Carolina (Any City), Orlando, Florida, United States of America, South Carolina (Any City)

Job Description:

Sr Regional Sales Manager – Southeast, Monarch – Johnson & Johnson MedTech Surgery

At Johnson & Johnson Med Tech, we’re changing the trajectory of health for humanity, using robotics to enhance healthcare providers’ abilities and improve patients’ diagnoses, treatments, and recovery times. Johnson & Johnson Robotics was established in 2020 with the integration of Auris Health, Verb Surgical, C-SATS, and Ethicon. It comprises three key med-tech platforms: Flexible Robotics (MONARCH®), Surgical Robotics (OTTAVA™), and Digital Solutions.

Our ambition is to be in every OR, enhancing the work of surgeons, nurses, and everyone involved in a patient’s surgical journey. To do this, we’re building a connected ecosystem that aims to make surgery smarter, reduce variation in surgical outcomes, and improve patient results.

Monarch Flexible Robotics is defining the future of medical intervention. By combining advancements in medical robotics, instrumentation, navigation, and data science, Monarch is building a platform technology capable of expanding the applicability of robotics to a spectrum of medical procedures. Join our collaborative, rapidly growing teams in the Southeast Territory.

Overview:

As a Regional Sales Manager (RSM), this individual will serve as the point person for end to end Area program development and clinical success, including procedure sales, support and driving utilization for all Monarch Surgical Technologies. The RSM will be primarily responsible for hiring, developing and leading a team of Account Managers and Clinical Specialists in their defined territory Area. The RSM will manage, develop and maintain their own Business Plan and will assist their Account Managers and Clinical Specialists with managing and developing and executing business plans for their assigned territories, leading clinical and technical product discussions and demonstrations as part of the sales process, referral education sales activities, conducting Business Review Program sessions, managing any post sales installation and will support after sales adoption and utilization of Monarch products, including educating physicians and staff on the use of the products.

Region will include Florida, Georgia, South Carolina, and North Carolina

Core Job Responsibilities:

• Develop and execute quarterly business plans which achieve procedure sales and disposable sales revenue targets within the assigned geographical territory.
• Maintain a detailed, frequently updated and strategic business plan for the territory and assist the Account Manager team with developing, managing and executing their own detailed territory Business Plan.
• Achieve growth and hit sales targets by successfully managing the Account Manager and Clinical Specialist Team.
• Design and implement a strategic business plan that expands company’s customer base and ensure its strong presence within the RSM Team’s geography.
• Responsible for recruiting, coaching and performance monitoring of all Account Manager and Clinical Specialist direct reports.
• Build and promote strong, long-lasting customer relationships by partnering with their Account Manager and Clinical Specialist team and customers understanding both the Account Manager/Clinical Specialist and their customer’s needs.
• Present sales, revenue and expenses reports and realistic forecasts to the National Sales Director and Sales Management team.
• Communicate at a high level and share sales successes and winning sales strategies within the Area, with their RSM peers and with their National Sales Director and Business Unit Leader.
• Work with the Area’s Field Sales Territory Manager counterparts to execute key strategic sales activities that maximize all Monarch capital system sales and procedure sales.
• Assist Account Managers with leading product technical and clinical demonstrations to ensure eventual sales and adoption of Monarch technologies.
• Execute key referral education activities that lead to increased procedure sales.
• Implement post sales installation, implementation and adoption protocols in collaboration with the sales team and service team to achieve the desired business objectives.
• Support new customers in clinical adoption of Monarch technologies.
• 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 all Monarch products and demonstrate a firm grasp of industry trends, understanding of market trends and develop strategies to stay ahead of the competition.

Qualifications

Required Knowledge/Skills, Education, And Experience:

• A minimum of a bachelor’s degree and 4 years of Medical Device or related sales management or sales leadership experience 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 for the role.
• Required to work in a hospital, ASC setting, attending live patient cases as when required as part of the job and wear necessary protective gear (i.e. 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 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.

At Johnson & Johnson, we’re on a mission to change the trajectory of health for humanity. That starts by creating the world’s healthiest workforce. Through cutting-edge programs and policies, we empower the physical, mental, emotional, and financial health of our employees and the ones they love. As such, candidates offered employment must show proof of COVID-19 vaccination or secure an approved accommodation prior to the commencement of employment to support the well-being of our employees, their families and the communities in which we live and work.
 
For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com.

Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law. 

Required Skills:

Preferred Skills:

Advertising, Coaching, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Research, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Territory Management, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection

The anticipated base pay range for this position is :

$151,000.00 - $243,800.00

Additional Description for Pay Transparency:

Subject to the terms of their respective plans, 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.
Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
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
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
This position is eligible for participation in the Company’s J&J Fleet program. Subject to and in accordance with the terms and conditions of the J&J Fleet program, you will have the opportunity to elect to receive a company car or car allowance.