Ca ring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science - bringing creative ideas, products and services to advance the health and well-being of people. Every day, our more than 130,000 employees across the world are blending heart, science and ingenuity to profoundly change the trajectory of health for humanity. At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale and experience to reimagine the way healthcare can be delivered and help people live longer, healthier lives. In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, Orthopedics, vision and interventional solutions with the big ideas of others to design and deliver physician and patient-centric products and solutions. As pioneers in medical devices, we continually focus on elevating the standard of care\xe2\x80\x94working to expand patient access, improve outcomes, reduce health system costs and drive value. We create people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly. In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments. J&J Medical India (JJMI) is the market leader in the Medical Company Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients and nurses. It comprises of multiple Franchises (Strategic business units) providing healthcare solutions across Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women\xe2\x80\x99s health, minimally invasive surgery, Circulatory disease management.
Position Title : Regional Sales Manager
Role Type : People Manager Department Name / Franchise : Ethicon Endo Surgery Sector: Medical Devices Position Location : Bengaluru
Reports to (Title / Designation): Sr General Sales Manager
Role Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals. Has expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Has in-depth knowledge customer\'s needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. can plan, assign work, motivate and coach the team while assuming responsibility for results of the team.
Illustrative Responsibilities:
Sales Turnover
Sell franchise products within a territory in various market segments.
Make significant contribution to the development of the region\'s business plan by implementing the strategic imperatives of the franchise.
Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
Successfully negotiate and close complex deals in key accounts and with key customers.
Lead in organizing trade displays and Conferences when required.
Territory Management
Conduct SWOT analysis for the territory responsible
Develop/implement sales strategies and plans to achieve sales target
Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets
In-depth understanding of customer needs to identify sales opportunities
Actively pursue tender/contract opportunities
Responsible for maintaining/gaining market share in the territories handled as per plans
Creatively plan for expansion of challenging territories and conversion of difficult accounts
Identify opportunities for tapping into new market segments
Participate in developing promotional support materials for use during sales calls
Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan
Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process
Professional Education and Customer relationship
Develop and maintain strong relationships with all levels of customers
Develop key opinion leaders in the region and make engagement plan with them.
Enable new procedure adoption in the region using relevant training intervention
Proactively identify Professional Education needs to develop the awareness level among customers
Product and Market knowledge
Expert knowledge of product\'s features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users
Has thorough information on competitor\'s structure, culture, manpower, distribution, capabilities and weaknesses
Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
Share competitive information and suggestions for countering competitors with colleagues
Thorough knowledge of customer\'s support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings
Expense, Equipment and Samples
Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.
Seek prior approval for budget variations
Ensure compliance of team to sample issue and co-ordination guidelines
Agree expense budget/guidelines with immediate Manager
Plan sample and expense utilization to optimize usage while remaining in budget
People Management
Set goals for all team members
Lead and enable sales team for driving effective sales
Conduct quarterly discussions with all team members
Create development plans for all team members
Complete year-end evaluation for all team members
Share field visit reports with individual team members after each visit
Process Management
Ensure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation.
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 competency assessments related to training
Effectively apply new learning on the job
Corporate Ethics
Maintain a responsible and ethical approach while actively pursuing business outcomes
Conduct business within ethics and values expressed in Credo
Relationship with customers based on high ethical standards
Qualifications
Qualifications:
Science graduate. Management degree will be an added advantage.
Preferably 5+ years\xe2\x80\x99 experience in healthcare
1-2 years of people management experience preferred.
Are you ready to impact the world? Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
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