Regional Sales Manager - Ethicon Endo Surgery

Company Overview

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

Capital Sales -- MedTech (Commission)

Job Category

Professional

Location

Lucknow, Uttar Pradesh, India

Job Description

J&J MedTech India (JJMI) is the market leader in the Medical Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients, and nurses. It comprises multiple Franchises providing healthcare solutions across Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women’s Health, Minimally Invasive Surgery, Circulatory Disease Management, and Blood Glucose Monitoring and Insulin Delivery.

Position Title: Regional Sales Manager

Role Type: People Manager

Department Name / Franchise: Ethicon Endo Surgery

Sector: MedTech

Position Location: Lucknow

Reports to (Title / Designation): Senior General Sales Manager

Role Overview

Responsible for building relationships with customers (Health Care Professionals and Retailers) for developing the business in the region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, expanding into new territories, and establishing new dealer networks. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products responsible, positive relationships with HCPs, a good understanding of other J&J products and service offerings. Understands & empathizes with customer's needs and maintains sharp competitive knowledge and market trends. Through effective leadership, inspires, leads, directs, motivates, coaches, and develops the sales team to achieve/exceed sales targets. Works to develop long-term positive customer relationships to achieve customer delight, and build loyalty and confidence in J&J Medical as a preferred supplier.

Illustrative Responsibilities

Sales Execution

• Sell franchise products within the region - to both Corporate, Trade & Government accounts.
• Understand customers’ needs and market potential, to set direction, strategies, and plans to expand market and realize market potential.
• Lead negotiations optimizing contractual opportunities which cement long-term supply arrangements, including Govt. Tenders.
• Analyze sales reports to proactively find opportunities and at risk, re-prioritize resources to maximize sales opportunities.
• Establish a monitoring system to ensure compliance with the sales plan on volume, price, and value objectives for products.
• Lead MDAs and Professional Education programs with HCPs for the region.

Region Management

• In-depth understanding of current and future customers needs and translate them into sales opportunities with the help of the team.
• Direct coverage expansion and conversion.
• Work in the field with each team member to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services.
• Analyze competitive market environment based on insights of competitor's structure, culture, personnel, distribution, capabilities, and weaknesses, as well as detailed knowledge of customer's support and preferences for competitive products and services.
• Based on customers short and long-term needs, competitive threats/environment, and present/extrapolated market trends, conduct SWOT analysis for the respective territory.
• Based on the results of the SWOT analysis, set direction and plans for the territory/region/key accounts, to achieve department/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups.
• Develop a sales plan for each territory; set realistic attainable sales objectives by customer and product groups, and by monthly/quarterly/annual targets.
• Has expert knowledge of the sales process and expert selling skills to make effective sales calls, to teach others, and to improve the current selling process.
• Keen understanding of internal organization (J&J) resources, priorities, and needs, relating to business operations and achievement of the sales plan.
• Administrative responsibilities like HCC, A&SP, and other activities with the help of the branch assistant.

Customer Satisfaction

• Develop and maintain positive relationships with all levels of customers.
• Research and identify key customer's critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes.
• Craft innovative customer support services/tender arrangements including E-initiatives and efficient use of company services.
• Set up appropriate systems, e.g., regular meetings with customers to acquire their feedback and gauge customer perceptions, and use feedback to improve performance.
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/complaints are attended to promptly and professionally to customer's satisfaction.
• Ensure appropriate problem-solving strategies are used by the sales team when dealing with product or service difficulties.

Internal Business Process

• Handle internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed.
• Optimize sales results through close alignment and cooperation with the Franchise Marketing team.
• Use internal resources and own understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation.
• Work with/involve appropriate functions when developing sales incentive programs.
• Efficiently handle operating expenses (transportation, A&P, entertainment, travel) while ensuring balanced efficiency.
• Supervise inventory levels to meet inventory objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives.

Self-Development

• Identify specific actions to improve job performance in specific areas.
• Participate in nominated training programs.
• Active self-learning strategies to maintain knowledge.
• Focused effort to achieve high levels of performance in knowledge tests and proficiency assessments related to training.
• Develops talent & team by identifying their development areas, providing timely feedback, and guiding their progress and promotes diversity.

Qualifications

• Post-graduation or Graduation Degree.
• Proven experience of 7+ years in Medical Devices.
• Must have experience in Government tenders and contracts. Should have handled both autonomous and corporation Government business with an understanding of GEM.
• Exposure to Trade/retail markets and corporate accounts as well.
• Capital selling experience is also preferred.

Required Skills

N/A

Preferred Skills

Brand Positioning Strategy, Communication, Competitive Landscape Analysis, Compliance Management, Customer Centricity, Customer Experience Management, Incentive Policy, Procedures, and Quotas, Industry Analysis, Market Opportunity Assessment, Problem Solving, Profit and Loss (P&L) Management, Project Management, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection.

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