Territory Manager, Cardiac Imaging & Structural Heart (Los Angeles, CA) - Johnson & Johnson MedTech, Electrophysiology
Johnson & Johnson
4 months ago
On-site
Los Angeles, CA
Sales
Territory Manager, Cardiac Imaging & Structural Heart (Los Angeles, CA)
Purpose
- Achieve sales goals in the assigned territory by delivering adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and driving market share growth and other key metrics.
- Develop the structural heart imaging market in territory by identifying new procedural opportunities, expanding ICE adoption into new programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital/Cath lab staff, and key opinion leaders to grow and develop business.
- Lead a pod team (including Ultrasound Clinical Account Specialists, UCASs) and coordinate with Regional Business Directors (RBDs) to align on business objectives.
Functional Responsibilities
- Partner with doctors and Cath lab administrators to set up equipment evaluations and facilitate timely solutions to issues.
- Develop and execute selling strategies and strategic sales plans to achieve/exceed sales objectives.
- Own territory strategy: account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs (including market development).
- Create tactical and operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead and coordinate UCAS pod activity to drive product utilization; maintain regular team communication for alignment and optimal customer service.
- Demonstrate deep product/procedural knowledge and clinical/procedural excellence, including expertise in new product introductions.
- Identify trends, understand competitive conditions, and share best practices with pod/internal partners.
- Capture and communicate customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage cross-functional business partners to maximize resources and business outcomes.
- Communicate business issues/opportunities to next management.
- Partner with TMs, UCASs, and RBDs to identify/resolve case issues and drive customer loyalty.
- Ensure personal and pod compliance with applicable Federal/State/local and company regulations, policies, and procedures.
- Provide mentoring for new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, etc.) and meet quality standards/deadlines.
- Maintain company vehicle safety protocols (Safe Fleet).
- Stay current on emerging technology/techniques and new product launches/competitive entries.
- Facilitate customer adoption of new products, technologies, and techniques.
- Collaborate with EP commercial teams on adoption plans from targeting through implementation.
Qualifications
- BA/BS plus 7+ years professional work experience.
- 5+ years sales experience in cardiovascular medical devices (cardiovascular/interventional cardiology focus). Structural heart products/therapies and cardiac imaging experience is preferred (e.g., TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging).
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Breadth and depth relationships within interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience in a matrixed organization; collaboration across functions; knowledge of healthcare regulations/compliance requirements.
Physical Working Conditions / Requirements
- Exempt role; establish effective schedule with flexible hours as needed.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license; advanced computer skills; ability to multitask without direct oversight.
- Field-based: driving, walking, and use of phone/computer.
- Manage multiple projects/deadlines in a fast-paced environment.
- Travel within the US up to 80%.
- May occasionally lift up to 30 lbs.
Preferred Skills
- Account Management, Analytical Reasoning, Business Behavior, Collaborating, Cultural Competence, Customer Analytics, Customer Centricity, Healthcare Trends, Learning Agility, Market Knowledge, Market Research, Oracle Customer Data Management (CDM), Problem Solving, Sales, Solutions Selling, Sustainable Procurement, Vendor Selection
Application Instructions (as described)
- Apply and complete the interview steps if selected: application review of CV, possible video interview, then one or two team interviews, and country-specific checks before starting the role.
Purpose
- Achieve sales goals in the assigned territory by delivering adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and driving market share growth and other key metrics.
- Develop the structural heart imaging market in territory by identifying new procedural opportunities, expanding ICE adoption into new programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital/Cath lab staff, and key opinion leaders to grow and develop business.
- Lead a pod team (including Ultrasound Clinical Account Specialists, UCASs) and coordinate with Regional Business Directors (RBDs) to align on business objectives.
Functional Responsibilities
- Partner with doctors and Cath lab administrators to set up equipment evaluations and facilitate timely solutions to issues.
- Develop and execute selling strategies and strategic sales plans to achieve/exceed sales objectives.
- Own territory strategy: account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs (including market development).
- Create tactical and operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead and coordinate UCAS pod activity to drive product utilization; maintain regular team communication for alignment and optimal customer service.
- Demonstrate deep product/procedural knowledge and clinical/procedural excellence, including expertise in new product introductions.
- Identify trends, understand competitive conditions, and share best practices with pod/internal partners.
- Capture and communicate customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage cross-functional business partners to maximize resources and business outcomes.
- Communicate business issues/opportunities to next management.
- Partner with TMs, UCASs, and RBDs to identify/resolve case issues and drive customer loyalty.
- Ensure personal and pod compliance with applicable Federal/State/local and company regulations, policies, and procedures.
- Provide mentoring for new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, etc.) and meet quality standards/deadlines.
- Maintain company vehicle safety protocols (Safe Fleet).
- Stay current on emerging technology/techniques and new product launches/competitive entries.
- Facilitate customer adoption of new products, technologies, and techniques.
- Collaborate with EP commercial teams on adoption plans from targeting through implementation.
Qualifications
- BA/BS plus 7+ years professional work experience.
- 5+ years sales experience in cardiovascular medical devices (cardiovascular/interventional cardiology focus). Structural heart products/therapies and cardiac imaging experience is preferred (e.g., TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging).
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Breadth and depth relationships within interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience in a matrixed organization; collaboration across functions; knowledge of healthcare regulations/compliance requirements.
Physical Working Conditions / Requirements
- Exempt role; establish effective schedule with flexible hours as needed.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license; advanced computer skills; ability to multitask without direct oversight.
- Field-based: driving, walking, and use of phone/computer.
- Manage multiple projects/deadlines in a fast-paced environment.
- Travel within the US up to 80%.
- May occasionally lift up to 30 lbs.
Preferred Skills
- Account Management, Analytical Reasoning, Business Behavior, Collaborating, Cultural Competence, Customer Analytics, Customer Centricity, Healthcare Trends, Learning Agility, Market Knowledge, Market Research, Oracle Customer Data Management (CDM), Problem Solving, Sales, Solutions Selling, Sustainable Procurement, Vendor Selection
Application Instructions (as described)
- Apply and complete the interview steps if selected: application review of CV, possible video interview, then one or two team interviews, and country-specific checks before starting the role.