Job Description

Key Accounts ManagerMain areas of responsibilityProper Customer Coverage with Product promotionAchieving Sales Target:Ensuring achievement of Annual Sales TargetsEnsuring the achievement of right product mix on quarterly basis.Ensuring 100 % Sales achievement on monthly & quarterly basis.Sustainable Market Expansion - IOL / RIOL/OVD:Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 coldcalls.Develop minimum 10 new customers who are currently using non importedfoldable IOLs in a year.Develop minimum 5 competitor customers to AMO fold with minimum sales ofINR 5 Lacs each per annumUpgrading minimum 10 existing AMO users to Premium products.Should attend OTs regularly to understand customer needs, ensuringcustomerxe2x80x99s delight.Sustainable Market Expansion xe2x80x93 Equipments:Demos to be done on regular basis in consultation with RM and PS.Demo to Sales Closure i.e. % success rate of Demos xe2x80x93 at least 25%.Effective bundling deals xe2x80x93 to be honored as per MOU.Ensuring AR control of Equipment deal. preferably no outstanding in the market.Development:Developing Sound Product Knowledge; to be evaluated on marks scored inAssessments & observation during joint field working.Sharing territory development plans; conducting scientific programs regularly -CME/round table meetingsShould conduct at least 1 Patient councilors training a monthClear and Transparent in communication.Continuously observe opportunities to develop AMO business and discuss with RMand PS.Reporting & Coordination:Maintaining field reporting discipline and timely submission of:Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, PhacoFunnelAppropriate coordination with Sales & Marketing and support functions for day today and other jobs to be done.Data Recording & Analysis:Keeping update on competitor product feedback xe2x80x93 product pricing & productrange, marketing strategy and market activity feedback.Keeping record of AMO secondary / tertiary sales in the market. Workingclosely along with distributors to ensure adequate stock availability andproviding hassle free services to the customers.Keeping record of AMO installation base.List 4-10 of the major end results the position is to accomplish and showapproximate percentage of time devoted to each. Describe in terms of broadresponsibilities rather than specific tasks.QualificationsMinimum education required for competent performance:Graduate in any discipline (preferably in science) Master degree inBusiness/ marketing is preferable.Minimum experience (number of month/years and type of work experiencebeyond formal education) required for competent performance:Minimum 5 years of experience: 5-6 years working experience in sales withat least 3-4 years of experience in medical device/ healthcare/ophthalmology industry

Johnson & Johnson