Territory Manager, Cardiac Imaging & Structural Heart (Phoenix, AZ) - Johnson & Johnson MedTech, Electrophysiology
Johnson & Johnson
4 months ago
On-site
Phoenix, AZ
Sales
Territory Manager, Cardiac Imaging & Structural Heart (Phoenix, AZ)
Purpose
- Achieve sales goals in the assigned territory by driving adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and growing market share and other key metrics.
- Develop the structural heart imaging market by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital and Cath lab staff, and key opinion leaders; act as territory quarterback and indirectly lead a pod team including Ultrasound Clinical Account Specialists (UCASs), partnering with Regional Business Directors (RBDs).
- Manage all aspects of customer groups (large hospital systems/IDNs, teaching and community hospitals) and influence clinical and non-clinical stakeholders to support BWI ultrasound products.
- Develop and execute strategic sales plans, foster customer relationships, and ensure operational excellence; lead the commercial pivot from TEE-dependent procedures to ICE as the imaging modality of choice.
Functional Responsibilities
- Partner with doctors and Cath lab administrators on equipment evaluations and timely issue resolution.
- 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.
- Create tactical/operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead/coordinate UCAS pod activity to drive product utilization; maintain regular teammate communication.
- Demonstrate deep product/procedural knowledge and clinical excellence, including new product introductions.
- Support pod members/internal partners by sharing marketplace trends, competitive insights, and best practices.
- Capture and communicate voice of customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage internal business partners across functions/geographies to maximize resources and outcomes.
- Communicate business issues/opportunities to next management.
- Partner to identify and resolve case issues and strengthen customer loyalty and business outcomes.
- Adhere to Health, Safety, and Environmental guidelines and proactively ensure personal, pod, and company compliance with applicable regulations and policies.
- Mentor new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, requests) by deadlines.
- Maintain Safe Fleet vehicle safety protocols.
- Stay current on emerging technology/techniques, new product launches, and competitive entries.
- Facilitate customer adoption of new products/technologies/techniques.
- Stay current on interventional cardiology and structural heart best practices and emerging technologies.
- Collaborate with EP commercial teams on adoption plans from targeting to implementation.
Qualifications
- BA/BS plus 7+ years professional work experience.
- 5+ years sales experience in cardiovascular medical devices, focused on cardiovascular/interventional cardiology products; structural heart product/therapy selling/support/management preferred (TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging).
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Strong, established relationships within interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience in matrixed organizations; cross-functional collaboration; knowledge of healthcare regulations and compliance.
Physical Working Conditions / Requirements
- Exempt role with ability to establish effective work schedule with flexible hours.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license in state of residence; advanced computer skills; ability to multitask without direct oversight.
- Field-based work: driving, walking, and use of phone/computer.
- Manage multiple projects and deadlines in a fast-paced environment.
- Travel in the US as required (up to 80%).
- May occasionally lift up to 30 lbs.
Preferred Skills
- Account Management, Analytical Reasoning, 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
- Apply and complete the video interview if invited; if successful, recruiters will contact you by phone and you may have one or two interview rounds with the hiring team. Country-specific checks are required for successful candidates before starting.
Purpose
- Achieve sales goals in the assigned territory by driving adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and growing market share and other key metrics.
- Develop the structural heart imaging market by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital and Cath lab staff, and key opinion leaders; act as territory quarterback and indirectly lead a pod team including Ultrasound Clinical Account Specialists (UCASs), partnering with Regional Business Directors (RBDs).
- Manage all aspects of customer groups (large hospital systems/IDNs, teaching and community hospitals) and influence clinical and non-clinical stakeholders to support BWI ultrasound products.
- Develop and execute strategic sales plans, foster customer relationships, and ensure operational excellence; lead the commercial pivot from TEE-dependent procedures to ICE as the imaging modality of choice.
Functional Responsibilities
- Partner with doctors and Cath lab administrators on equipment evaluations and timely issue resolution.
- 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.
- Create tactical/operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead/coordinate UCAS pod activity to drive product utilization; maintain regular teammate communication.
- Demonstrate deep product/procedural knowledge and clinical excellence, including new product introductions.
- Support pod members/internal partners by sharing marketplace trends, competitive insights, and best practices.
- Capture and communicate voice of customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage internal business partners across functions/geographies to maximize resources and outcomes.
- Communicate business issues/opportunities to next management.
- Partner to identify and resolve case issues and strengthen customer loyalty and business outcomes.
- Adhere to Health, Safety, and Environmental guidelines and proactively ensure personal, pod, and company compliance with applicable regulations and policies.
- Mentor new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, requests) by deadlines.
- Maintain Safe Fleet vehicle safety protocols.
- Stay current on emerging technology/techniques, new product launches, and competitive entries.
- Facilitate customer adoption of new products/technologies/techniques.
- Stay current on interventional cardiology and structural heart best practices and emerging technologies.
- Collaborate with EP commercial teams on adoption plans from targeting to implementation.
Qualifications
- BA/BS plus 7+ years professional work experience.
- 5+ years sales experience in cardiovascular medical devices, focused on cardiovascular/interventional cardiology products; structural heart product/therapy selling/support/management preferred (TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging).
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Strong, established relationships within interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience in matrixed organizations; cross-functional collaboration; knowledge of healthcare regulations and compliance.
Physical Working Conditions / Requirements
- Exempt role with ability to establish effective work schedule with flexible hours.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license in state of residence; advanced computer skills; ability to multitask without direct oversight.
- Field-based work: driving, walking, and use of phone/computer.
- Manage multiple projects and deadlines in a fast-paced environment.
- Travel in the US as required (up to 80%).
- May occasionally lift up to 30 lbs.
Preferred Skills
- Account Management, Analytical Reasoning, 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
- Apply and complete the video interview if invited; if successful, recruiters will contact you by phone and you may have one or two interview rounds with the hiring team. Country-specific checks are required for successful candidates before starting.