Job Description

Position Title : Area Sales ManagerRole Type: People ManagerDepartment Name / Franchise : DePuy SynthesSector: MedTechPosition Location : MumbaiReports to (Title): General Sales managerRole Overview:Have high level of customer centricity for driving the business in a 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, growing into new territories, and establishing a new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products (capital equipment and consumables) responsible, and a good understanding of other J&J products and service offerings. Has in-depth knowledge of customer's needs and sharpened driven knowledge and market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J MedTech as a preferred supplier.Business Overview : Responsible for Managing DePuy Synthes Joints for MumbaiProduct Overview - DePuy Synthes Trauma & PTCustomer Segmentation : Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.Illustrative Responsibilities:Business Financial Results\xc2\xb7 Deliver the assigned Business plan for the Region - Achieve Monthly / Qtrly / Annual Business Plan.\xc2\xb7 Understand customers needs and market potential, and set direction, strategies and plans to expand the market and realize market potential\xc2\xb7 Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements\xc2\xb7 Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities\xc2\xb7 Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products\xc2\xb7 Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments\xc2\xb7 Meet the AR / DSO target and manage account receivables as per the company policy.\xc2\xb7 The role would also entail relevant knowledge of government protocols pertaining to tendering and thorough understanding of government initiatives such as PMJAY, GeM etc.Territory Management\xc2\xb7 In-depth understanding of current and future customers needs and translate them into sales opportunities\xc2\xb7 Advise the expansion of new accounts and account conversion\xc2\xb7 Work in the field with each supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services\xc2\xb7 Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and preferences for competitive products and services\xc2\xb7 Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health\xc2\xb7 Set direction, strategies, 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\xc2\xb7 Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets\xc2\xb7 Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth\xc2\xb7 Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans\xc2\xb7 Have expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the current selling process\xc2\xb7 Sell in-surgery to keep up to date on our customer needs and market trends\xc2\xb7 In-depth understanding of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of sales planCustomer Satisfaction\xc2\xb7 Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction\xc2\xb7 Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty\xc2\xb7 Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services\xc2\xb7 Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfactionInternal Business Processes\xc2\xb7 Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed\xc2\xb7 Optimize sales results through close alignment and cooperation with Franchise Marketing groups\xc2\xb7 Use internal resources and own solid understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation\xc2\xb7 Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization\xc2\xb7 Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team\xc2\xb7 Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity\xc2\xb7 Run the appropriate utilization of resources and equipment\xc2\xb7 Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements\xc2\xb7 Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives\xc2\xb7 Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives\xc2\xb7 Develop/implement a distribution network for assigned territory\xc2\xb7 SFE Implementation and AnalysisPeople Management\xc2\xb7 Ensure team consists of an appropriate mix of skills and abilities to optimize team performance\xc2\xb7 Ensure an appropriate succession plan is in place\xc2\xb7 Develop strong teamwork, and cooperation in the team and with other functions through effective leadership\xc2\xb7 Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues\xc2\xb7 Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment\xc2\xb7 Ensure compliance with the performance management process for both self and team; conduct a semi-annual performance evaluation of all supervisors; identify areas for improvement based on clearly identified needs of each supervisor\xc2\xb7 Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees and chart of development actions\xc2\xb7 CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans\xc2\xb7 Disseminate, clarify, and explain company information and review business status with team\xc2\xb7 Drive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the orgCorporate Ethics\xc2\xb7 Communicate to the sales team, their individual responsibility towards the CREDO\xc2\xb7 Manage business within ethics and values expressed in Credo while actively pursuing business outcome\xc2\xb7 Relationship with customers based on high ethical standardsQualificationsQualifications:\xc2\xb7 Degree or diploma preferably from reputed institute\xc2\xb7 Minimum of 8 years of proven experience in sales.\xc2\xb7 Experience of Medical Devices in Orthopedics is mandatory.

Johnson & Johnson