Job Description

Regional Sales Manager Joints Description - ExternalHave 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 Reconstruction and VELYS BusinessProduct Overview xe2x80x93 DePuy Synthes Joint Reconstruction Implants, Instruments and VELYSCustomer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.Illustrative Responsibilities:Business Financial ResultsDeliver the assigned Business plan for the Region xe2x80x93 Achieve Monthly / Qtrlxe2x80x99y / Annual Business Plan.Understand customersxe2x80x99 needs and market potential, and set direction, strategies and plans to expand the market and realize market potentialLead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangementsAnalyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunitiesEstablish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for productsIdentify and direct action on tender opportunities through liaison and cooperation with appropriate departmentsMeet the AR / DSO target and manage account receivables as per the company policy.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 ManagementIn-depth understanding of current and future customersxe2x80x99 needs and translate them into sales opportunitiesAdvise the expansion of new accounts and account conversionWork 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 servicesAnalyze 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 servicesShould have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel healthSet 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 groupsDevelop 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 targetsCoach 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 growthConduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plansHave expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the current selling processSell in-surgery to keep up to date on our customer needs and market trendsIn-depth understanding of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of sales planCustomer SatisfactionDevelop 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 satisfactionAdvise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyaltyDesign innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable servicesEnsure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfactionInternal Business ProcessesLead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as neededOptimize sales results through close alignment and cooperation with Franchise Marketing groupsUse internal resources and own solid understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovationProvide 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 organizationPrepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by teamJudiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivityRun the appropriate utilization of resources and equipmentPlan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirementsSupervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectivesSupervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectivesDevelop/implement a distribution network for assigned territorySFE Implementation and AnalysisPeople ManagementEnsure team consists of an appropriate mix of skills and abilities to optimize team performanceEnsure an appropriate succession plan is in placeDevelop strong teamwork, and cooperation in the team and with other functions through effective leadershipDevelop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issuesUse effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitmentEnsure 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 supervisorIntroduce individual development plans for each team member both as an outcome from performance reviews and for new employees and chart of development actionsCREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plansDisseminate, clarify, and explain company information and review business status with teamDrive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the orgCorporate EthicsCommunicate to the sales team, their individual responsibility towards the CREDOManage business within ethics and values expressed in Credo while actively pursuing business outcomeRelationship with customers based on high ethical standardsQualificationsQualifications - ExternalQualifications:Post-graduation degree or diploma in Business Management preferably from premier B-School.Minimum of 7-10 years of proven experience in sales.Experience of Medical Devices is mandatory.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.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 are an equal opportunity employer d 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

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