Job Description

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 MedTech India (JJMT) 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, and Blood glucose monitoring and insulin delivery.Position Title : Regional Sales ManagerRole Type : People ManagerDepartment Name / Franchise : Ethicon Endo SurgerySector: Medical DevicesPosition Location : ChennaiReports to (Title / Designation): Sr General Sales ManagerRole Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the EES Franchise within a designated territory - Tamil Nadu , 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\xc2\xb7 Sell franchise products within a territory in various market segments.\xc2\xb7 Make significant contribution to the development of the region\'s business plan by implementing the strategic imperatives of the franchise.\xc2\xb7 Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.\xc2\xb7 Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap\xc2\xb7 Successfully negotiate and close complex deals in key accounts and with key customers.\xc2\xb7 Lead in organizing trade displays and Conferences when required.Territory Management\xc2\xb7 Conduct SWOT analysis for the territory responsible\xc2\xb7 Develop/implement sales strategies and plans to achieve sales target\xc2\xb7 Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets\xc2\xb7 In-depth understanding of customer needs to identify sales opportunities\xc2\xb7 Tender management to participate in tenders for State and central owned govt institutions\xc2\xb7 Actively pursue contract opportunities\xc2\xb7 Responsible for maintaining/gaining market share in the territories handled as per plans\xc2\xb7 Creatively plan for expansion of challenging territories and conversion of difficult accounts\xc2\xb7 Identify opportunities for tapping into new market segments\xc2\xb7 Participate in developing promotional support materials for use during sales calls\xc2\xb7 Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan\xc2\xb7 Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current processProfessional Education and Customer relationship\xc2\xb7 Develop and maintain strong relationships with all levels of customers.\xc2\xb7 Develop key opinion leaders in the region and make engagement plan with them.\xc2\xb7 Enable new procedure adoption in the region using relevant training intervention.\xc2\xb7 Proactively identify Professional Education needs to develop the awareness level among customers.Product and Market knowledge\xc2\xb7 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\xc2\xb7 Has thorough information on competitor\'s structure, culture, manpower, distribution, capabilities and weaknesses\xc2\xb7 Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them\xc2\xb7 Share competitive information and suggestions for countering competitors with colleagues\xc2\xb7 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 offeringsExpense, Equipment and Samples\xc2\xb7 Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.\xc2\xb7 Seek prior approval for budget variations\xc2\xb7 Ensure compliance of team to sample issue and co-ordination guidelines\xc2\xb7 Agree expense budget/guidelines with immediate Manager\xc2\xb7 Plan sample and expense utilization to optimize usage while remaining in budgetPeople Management\xc2\xb7 Set goals for all team members\xc2\xb7 Lead and enable sales team for driving effective sales\xc2\xb7 Conduct quarterly discussions with all team members\xc2\xb7 Create development plans for all team members\xc2\xb7 Complete year-end evaluation for all team members\xc2\xb7 Share field visit reports with individual team members after each visitProcess Management\xc2\xb7 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\xc2\xb7 Identify specific actions to improve job performance in specific areas\xc2\xb7 Participate in nominated training programs\xc2\xb7 Active self-learning strategies to maintain knowledge\xc2\xb7 Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training\xc2\xb7 Effectively apply new learning on the jobCorporate Ethics\xc2\xb7 Maintain a responsible and ethical approach while actively pursuing business outcomes\xc2\xb7 Conduct business within ethics and values expressed in CredoRelationship with customers based on high ethical standardsQualificationsQualifications:\xc2\xb7 Science graduate. B school Management degree preferred.\xc2\xb7 Preferably 5+ years\xe2\x80\x99 experience in healthcare with Tamil proficiency.\xc2\xb7 1-2 years of people management experience preferred.

Johnson & Johnson