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Salary: USD 155,000 - 0 / annual
Johnson & Johnson's Shockwave Medical division is seeking a Manager of Strategic Accounts to drive business growth in the cardiovascular interventional space. This is a field-based hybrid role covering the Austin, San Antonio, and Dallas markets.
In this position, you will build and maintain long-term strategic relationships with key hospital and hospital system customers, executing initiatives that span from IDN (Integrated Delivery Network) strategy down to individual hospital accounts. You'll work to increase pipeline and close opportunities by collaborating with sales leaders and teams, while helping navigate VAC (Value Analysis Committee) approval processes for new products. A core responsibility is articulating Shockwave Medical's complete value proposition—clinical, reimbursement, health economics, and pricing—to strategic accounts, demonstrating in-depth product knowledge and the ability to speak clinically with physicians at a high level.
You'll identify and engage influential key opinion leaders (KOLs) in the cardiovascular interventional space, measure the impact of KOL engagements, and convey results to cross-functional teams to refine market access strategies. You'll also anticipate customer needs, marketplace evolution, and competitive threats, partnering closely with marketing and cross-functional teams on strategy, content creation, and external tactics. The role requires managing multiple priorities independently within assigned strategic accounts while maintaining company standards for ethical conduct, compliance, FDA regulations, and medical device quality standards.
Shockwave Medical specializes in Intravascular Lithotripsy (IVL)—a proprietary technology using sonic pressure waves for the local delivery treatment of calcified plaque in complex atherosclerotic cardiovascular disease. The company aims to establish a new standard of care in this space.
Up to 50% domestic travel is required. You'll operate both as a team member and independently, demonstrating flexibility in a fast-paced environment.
REQUIREMENTS:
- Bachelor's degree or equivalent experience
- Minimum 5 years of sales experience as a territory manager in medical devices (cardiovascular interventional space preferred)
- Successful sales experience in catheter technology with occlusive vascular disease, endovascular, atherectomy, stent, or coronary sales; peripheral influence preferred but not required
- Working knowledge of contracting processes and in-depth knowledge of VAC processes
- Thorough knowledge and understanding of sales applications and principles
- Strong influencing skills to represent internal and external stakeholder needs
- Strong judgment and balanced decision-making capability
- Ability to independently manage time and resources within assigned strategic accounts
- Must not be debarred by FDA for work in any medical device business
- Ability to work in a fast-paced environment while managing multiple priorities
- Valid driver's license required
- Ability to travel up to 50% domestically
