Regional Sales Manager

Description: Role 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 Trauma and Power Tools portfolio

Product Overview – DePuy Synthes Trauma Implants, Instruments and Power Tools

Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.

Illustrative Responsibilities:

Business Financial Results

Deliver the assigned Business plan for the Region – Achieve Monthly / Qtrl’y / Annual Business Plan.

Understand customers’ needs and market potential, and set direction, strategies and plans to expand the market and realize market potential

Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements

Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities

Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products

Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments

Meet 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 Management

In-depth understanding of current and future customers’ needs and translate them into sales opportunities

Advise the expansion of new accounts and account conversion

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

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

Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health

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

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

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

Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans

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

Sell in-surgery to keep up to date on our customer needs and market trends

In-depth understanding of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of sales plan

Customer Satisfaction

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

Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty

Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services

Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

Internal Business Processes

Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed

Optimize sales results through close alignment and cooperation with Franchise Marketing groups

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

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

Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team

Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity

Run the appropriate utilization of resources and equipment

Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements

Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives

Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives

Develop/implement a distribution network for assigned territory

SFE Implementation and Analysis

People Management

Ensure team consists of an appropriate mix of skills and abilities to optimize team performance

Ensure an appropriate succession plan is in place

Develop strong teamwork, and cooperation in the team and with other functions through effective leadership

Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues

Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment

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

Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees and chart of development actions

CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans

Disseminate, clarify, and explain company information and review business status with team

Drive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the org

Corporate Ethics

Communicate to the sales team, their individual responsibility towards the CREDO

Manage business within ethics and values expressed in Credo while actively pursuing business outcome

Relationship with customers based on high ethical standards

Qualifications: Qualifications:

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.