Job Description

POSITION SUMMARY
Responsible for the sales of all Cataract products within a defined territory that includes Phaco
Equipment, the entire range of Intra Ocular Lenses and Visco-Elastics. The incumbent is
expected to plan, organize and implement selling activities in line with the plan for the Johnson &
Johnson Surgical Vision (JJSV) business and achieve or exceed the annual and quarterly sales
objectives using professional selling skills, time and territory management and the efficient use
of promotional material consistent with marketing objectives.
Should be good at building relationship with internal and external customers
(Doctors/KOLS/Distributors/Peers and Superiors).
Adheres to environmental policy, procedures, and supports department environmental
objectives.
ESSENTIAL FUNCTIONS / RESPONSIBILITIES
Main areas of responsibility:
Sales Target:
Attains or exceeds the budgeted sales objectives for all nominated JJSV products.
Systematically covers all surgeons on designated territory as per the minimum criterion set for
the segmented customers. Responsible for developing, monitoring sales activity and
implementing corrective actions to achieve targets!
Selling Skills & Professionalism:
Provides focused sales presentations and develops relationships with surgeons and surgery
center support staff. Provides expert product knowledge to customers and carries out in-service
to ensure correct usage of JJSV products. Develops and maintains a strong market orientation,
builds JJSV competitive knowledge, develops a complete understanding of the tender business
and public and private hospital dynamics. Communicates with management on changes in
market attitudes about surgical/ophthalmic issues!
Territory Management:
Prepares and submits on a timely basis, online field activity reports on the organization provided
tool that comply with reporting requirements for the territory and other reports requested by the
JOB POSITION DESCRIPTION Page 2 of 3
Title Territory Manager
This information is confidential to Johnson & Johnson. The user is responsible for using the appropriate version of this document.
manager. Attends and participates in sales and industry meetings. Analyses sales reports and
reports on sales variances in monthly commentary.
Inventory & Asset Management:
Effectively manages surgical assets in the field such as IOL consignments, hand held
instruments, and loaner/demo equipment. Works with management to reduce inventory levels
and accounts receivable days. Ensure that all Phaco inventory and service requirements are
effectively communicated to the relevant Sales Support staff. Cares for all company property,
practices cost containment, complies with all local and government regulations pertaining to
transportation, storage, control and utilization of products.
Qualifications
QUALIFICATIONS
III. Minimum education required for competent performance:
A Bachelors degree in Science/Commerce/ Engineering (Electronics/ Electrical/
Instrumentation) or Optometry.
MBA will be an added advantage
Minimum 2 4 years sale experience in the healthcare industry preferably in medical
devices and consumables.