Zonal Account Manager

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 Medical India (JJMI) 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’s health, minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery.

Position Title: Zonal Account Manager

Role Type: Individual contributor

Department Name / Franchise: One Ethicon- EES, Wound closure and Biosurgery

Sector: Medical Devices

Position Location: Surat

Reports to (Title / Designation): Regional Sales Manager

Role Overview: Johnson & Johnson Medical Devices is recruiting for District Account Manager role, located at Mumbai

The role will be responsible for Sales of Ethicon Endosurgery products like cutter, staplers, laparoscopic surgery equipment and energy devices to achieve/exceeds sales targets for the business unit 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 market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.

Illustrative Responsibilities:

Sales Turnover

• Sell franchise products within a territory and achieve sales targets
• 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
• With guidance, develop an effective and efficient territory plan
• Work with distributers 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
  
  

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
  
  

Product and Market knowledge

• 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
• Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses
• Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
• Share competitive information and suggestions for countering competitors with colleagues
• 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 offerings
  
  

Expense, Equipment and Samples

• Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.
• Seek prior approval for budget variations
• Ensure compliance of team to 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

• 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
  
  

Qualifications:

Qualifications:

• Science graduate. Management degree will be an added advantage.
• Preferably 5+ years’ experience in Healthcare
• Min 2 years’ experience in selling Medical devices.
• Sales experience in Capital selling is preferred