Territory Manager, Cardiac Imaging & Structural Heart (New York City, NY, Philadelphia, PA or DC) - Johnson & Johnson MedTech, Electrophysiology

Role Summary

The Territory Manager is accountable to achieve sales goals in the New York City, NY; Philadelphia, PA; or Washington, DC area by driving adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and growing market share. They will develop the structural heart imaging market within the territory by identifying procedural opportunities, expanding ICE adoption into new IC programs, and driving the transition from TEE‑dependent workflows toward ICE‑guided procedures. The TM builds and maintains relationships with physicians, hospital and Cath lab staff, and key opinion leaders to grow the business, acts as the territory quarterback, and indirectly leads a pod including Ultrasound Clinical Account Specialists (UCASs) while partnering with Regional Business Directors (RBDs) to ensure alignment and coordination in meeting objectives. The role focuses on leading strategic sales plans to expand ICE adoption and sits adjacent to Electrophysiology to help extend Johnson & Johnson’s leadership in interventional cardio and structural heart.

Responsibilities

• Partners with doctors and Cath lab administrators to set up equipment evaluations and facilitate timely solutions.
• Develop and execute selling strategies and strategic sales plans to achieve and exceed sales objectives.
• Own territory strategy includes account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs – inclusive of market development efforts.
• Create tactical and operational plans, clearly communicating these to UCASs, RBDs, and other JNJMT CV team members.
• Leads and coordinates UCAS pod activity by coordinating strategic efforts to drive product utilization throughout the assigned territory. Maintains regular communication with teammates to ensure alignment and consistency in providing optimal customer service, while maximizing time and effort.
• Demonstrate deep product and procedural knowledge, clinical and procedural excellence, and expertise in new product introductions.
• Serves as a source of information and support to pod members and internal partners in identifying trends, understanding competitive conditions, and sharing knowledge of best practices within the marketplace.
• Capture and communicate voice of customer insights to clinical science, medical affairs, marketing, and R&D teams to inform product development, clinical evidence generation and commercial strategy.
• Leverages J&J business partners (cross-functionally and across business units) within customer accounts and overlapping geographies to maximize the use of resources and increase business outcomes.
• Responsible for communicating business related issues or opportunities to next management.
• Partners with the TMs, UCASs and RBDs to identify and resolve case issues and provide support to engender customer group loyalty and increase business outcomes.
• Adheres to all Company guidelines related to Health, Safety and Environmental practices. Ensure that all resources needed to meet Company guidelines are available and in good condition.
• Proactively ensures personal, pod and Company compliance with all Federal, State, local and Company regulations, policies, and procedures.
• Provides mentoring for new sales staff members as assigned.
• Organizes and completes administrative responsibilities efficiently, including timely completion of compliance training, submission of expense reports, samples reporting and other requests and assignments. Meets Company quality standards and established deadlines.
• Maintain company vehicle safety protocols (Safe Fleet) in accordance with all company guidelines.
• Stays current in emerging technology and techniques and all aspects of company new product launches and competitive entries.
• Facilitates customer adoption of new products, technologies, and techniques.
• Responsible for communicating business-related issues or opportunities to next management level.
• Responsible for ensuring subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition.
• Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures.
• Stay current on industry best practices and emerging technologies in interventional cardiology and structural heart.
• Actively collaborate with EP commercial team(s) on adoption plans from targeting to implementation, to ensuring cross‑support as needed.

Qualifications

• Minimum of a BA/BS, combined with a minimum of 7 years professional work experience.
• 5+ years of sales experience in cardiovascular medical devices with a focus on cardiovascular and interventional cardiology products. Notably, selling, supporting, and managing structural heart products and therapies (including TAVI, LAAO, M/T TEER, TTVR, PFO, ASD and Cardiac Imaging) is preferred.
• Documented sales awards and 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 working in a matrixed organization and collaborating across functions. Knowledge of healthcare regulations and compliance requirements.

Education

• BA/BS degree required.

Skills

• Strong analytical, project management, and communication skills.
• Experience working in a matrixed organization and collaborating across functions; knowledge of healthcare regulations and compliance requirements.

Additional Requirements

• Exempt position with the ability to establish an effective work schedule that accommodates disruptions and flexible hours.
• Must maintain advanced knowledge of the healthcare and medical device industries, disease states, and therapeutic and institutional trends.
• Must successfully complete company training programs.
• Must have a valid driver’s license, advanced computer skills, and the ability to multitask without direct supervision.
• Field-based work requires driving, walking, and use of phone and computer.
• Ability to manage multiple projects and deadlines in a fast-paced environment.
• Willingness to travel in the US up to 80%.
• May occasionally lift up to 30 lbs.