District Account Manager - Bangalore

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.com

Job Function

MedTech Sales

Job Sub Function

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category

Professional

All Job Posting Locations:

Bangalore, Karnataka, India

Job Description

Role Overview:

The role will be responsible for Sales of Ethicon Sutures / Meshes & Hemostat Products in Key accounts. He / She is also responsible for KOL Management / Distribution management / AR Management for the defined territory. Achieves/exceeds sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals. The Individual Contributor is responsible for closing the sale and positively impacting customer's satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers’ needs, as well as competitive developments in the marketplace. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier

Key Responsibilities

Sales Turnover

• Sell franchise products within the region among Key accounts
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
• Analyze sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions
• Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals
• Participate in Trade Displays and Conference when required
  
  

Territory Management

• Develop understanding of customer needs to identify sales opportunities
• Identify tender/contract opportunities and work with colleagues to deliver
• Need a in depth understanding on Corporation tenders/Autonomous Tenders/state government tenders
• With guidance, develop an effective and efficient territory plan
• Work with retailers and ensure that they are brand ambassadors for our products
• Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions
• Lead MDAs and Professional Education programs with HCPs for the region
  
  

Customer In-service Education & Training

• Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
• Develop and maintain strong relationships with all levels of customers
• With assistance, co-ordinate and deliver in-services education sessions
• Advise marketing on customer's in-service education resource needs
  
  

Key Account Management

• With guidance, prepare a plan to optimize key account development and sales growth
• Identify and document key customers and decision makers
• Be aware of Key Account strategies for growth
• Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
• Provide customer support on inventory, within company guideline
  
  

Product & Market Knowledge

• Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users
• Able to demonstrate application/usage of products and differentiate them from competitor's products
• Develop understanding of competitive products, their features-advantages-benefits
• Gather information on current practices, behaviors, and attitudes
• Vigilantly obtain usage data of all trained surgeons and monitor adoption
  
  

Distribution Management

• Develop/implement distribution network for assigned territory
• Ensure distributor health is as per agreed guidelines
  
  

Expense, Equipment and Samples

• Judiciously handle AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Seek prior approval for budget variations
• Work within sample issue and co-ordination guidelines
• Agree expense budget/guidelines with immediate Manager
• Plan sample and expense utilization to optimize usage while remaining in budget
  
  

Self-Development

• Identify specific actions to improve job performance in specific areas
• Participate in nominated training programs
• Active self-learning strategies to maintain knowledge
• Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training
• Effectively apply new learning on the job.
  
  

Corporate Ethics and Governance

• Maintain a responsible and ethical approach while actively pursuing business outcomes
• Conduct business within ethics and values expressed in Credo
• Relationship with customers based on high ethical standards
  
  

Education

• You will be a science graduate preferably
• You will have a minimum of 3-5 years of experience in healthcare required.
• Must have experience in govt business and managing tender accounts in Healthcare / Med Tech industry preferably Karnataka State government business, or other Government tenders, contracts and autonomous bodies.
  
  

Experience And Skills

• You will have experience in managing HCP KOLs
• Your sales experience in Medtech companies will be preferred
  
  

Other

Should be proficient in English, Kannada, Hindi.