Territory Manager

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 – Surgeons (Commission)

Job Category:

Professional

All Job Posting Locations:

Charlotte, North Carolina, United States, Nashville, Tennessee, United States

Job Description:

We are searching for the best talent for Territory Manager, Cardiac Imaging & Structural Heart to be in Charlotte, NC or Nashville, TN.

About Cardiovascular

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of Cardiovascular? Ready to join a team that’s reimagining how we heal? Our Cardiovascular team develops leading solutions for heart recovery, electrophysiology, and stroke. You will join a proud heritage of continually elevating standards of care for stroke, heart failure and atrial fibrillation (AFib) patients. Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

Purpose:

The Territory Manager (TM) is accountable to achieve sales goals in the assigned territory by delivering adoption of 2D and 4D intracardiac echocardiography in structural heart procedures and market share growth, as well as other key metrics. The TM is also responsible for developing the structural heart imaging market within their territory by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and driving transition from TEE-dependent workflows toward ICE-guided procedures. The TM is responsible for building and maintaining mutually beneficial relationships with physicians, hospital and Cath lab staff, and key opinion leaders to grow and develop business. The TM acts as the territory quarterback and indirectly leads a pod team including Ultrasound Clinical Account Specialists (UCASs) and partners with Regional Business Directors (RBDs) to ensure alignment and coordination in meeting business objectives.

The TM is responsible for managing all aspects of the customer group, which may include members of large hospital systems/IDNs, as well as teaching and community hospitals. The TM influences clinical and non-clinical stakeholders within assigned account base to support the use of BWI ultrasound products. The TM approaches each customer from a total account management perspective, by leveraging resources appropriately, collaborating with internal and external partners, including stakeholders such as HCPs, Administrators, C-Suite, Quality, Case Management, and other emerging influencers.

This role is pivotal in developing and executing strategic sales plans, fostering strong customer relationships, and ensuring operational excellence. The primary focus of this role is to lead the commercial "pivot" from TEE-dependent procedures to ICE (Intracardiac Echocardiography) as the imaging modality of choice. By integrating Johnson & Johnson’s Credo and Leadership Imperatives, the Territory Manager will inspire the local team to deliver exceptional results, uphold the highest standards of compliance, and make a meaningful impact on patient outcomes and workflow efficiencies in the field of structural heart. This role sits adjacent to Electrophysiology and is pivotal to expanding J&J’s leadership in Interventional Cardiology and Structural Heart.

Functional Responsibilities:

• Partners with doctors and Cath lab administrators to set up equipment evaluations and facilitate solutions to issues in a timely manner.

• 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 in order 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 (constructive collaboration identification) to implementation, to ensuring we cross support one another 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.

Physical working conditions / requirements:

• Exempt position requiring the ability to establish effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives.

• Must have and maintain advanced knowledge of healthcare industry, medical device industry, disease states, and therapeutic and institutional trends.

• Must successfully complete Company training programs.

• Must have valid driver’s license in the state of residence, advanced computer skills, and the ability to multitask without direct oversight of manager.

• 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 as required (up to 80%).

• May occasionally lift up to 30 lbs.

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.  

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers , internal employees contact AskGS to be directed to your accommodation resource. 
 

At Johnson & Johnson, we want every candidate to feel supported throughout the hiring process. Our goal is to make the experience clear, fair, and respectful of your time.

Here’s What You Can Expect

• Application review: We’ll carefully review your CV to see how your skills and experience align with the role.

• Getting to know you: If there’s a good match, you’ll be invited to complete a short-recorded video interview, giving you the chance to share more about yourself. If successful, a recruiter will also reach out by phone to walk you through the process and answer any questions.

• Interviews with the team: If you move forward, you’ll meet with the hiring manager (and possibly others on the team) in one or two interview rounds, depending on the role.

• Staying informed: We know waiting can be hard, so our recruitment team will keep you updated and make sure you know what to expect at each step.

• Final steps: For successful candidates, you will need to complete country-specific checks before starting your new role. We will help guide you through these.

At the end of the process, we’ll also invite you to share feedback in a short survey — your input helps us continue improving the experience for future candidates. Thank you for considering a career with Johnson & Johnson. We’re excited to learn more about you and wish you the best of luck in the process! #RPONA

Required Skills:

Preferred Skills: