Job Description

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-working 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\'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

Sector: Medical Devices

Position Location : Mumbai

Reports to (Title / Designation): Sr. General Sales Manager
Role Overview:

Responsible for building relationship 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 network. Develops and implements sales strategies and objectives. Has in-depth knowledge for 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 sales team to achieve/exceed sales target. 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:

Key Activities

• Sell franchise products within the region - to both Corporate & Government accounts
• Understand customers\' needs and market potential, to set direction, strategies and plans to expand market and realise market potential
• Lead negotiations optimising contractual opportunities which cement long-term supply arrangements, including Govt. Tenders
• Analyse sales reports to proactively find opportunities and at risk, re-prioritize resources to maximise 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 high level of customer rapport and reinforce 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 results of SWOT analysis, set direction, and plans for the territory/region/key accounts, to achieve dept/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 sales process and expert selling skills to make effective sales call, to teach others and to improve current selling process
• Keen understanding of internal organization (J&J) resources, priorities and needs, relating to the business operations and achievement of sales plan
• Administrative responsibilities like HCC, A&SP and other activities with help of branch assistant.

Customer Satisfaction

• Develop and maintain positive relationships with all levels of customers to achieve higher customer happiness
• 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 strict compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer\'s delight
• Ensure appropriate problem solving strategies are used by 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
• Optimise sales results through close alignment and cooperation with 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 incentives programs
• Efficiently handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring balanced efficiency
• Supervise inventory level to meet inventory level 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

Qualifications:

• Post-graduation or Graduation Degree from premier institutes
• Preferably 4 years\' experience in B2B Sales & Marketing (Medical Devices, Pharma)
• Must have experience in the wound closure segment
• Demonstrated people management skill and learning agility

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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