Regional Sales Manager

At Johnson & Johnsonwe believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented treated and curedwhere treatments are smarter and less invasive andsolutions are 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 more at .

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In India Johnson & Johnson operates as a single legal entity and consists of the strategic business units 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 Womens health minimally invasive surgery Circulatory disease management and Blood glucose monitoring and insulin delivery.

Position Title: Regional Sales Manager

Role Type: People Manager

Department Name / Franchise: AESS

Sector: Medical Devices

Position Location: Guwahati

Reports to (Title / Designation): General Sales Manager- East

Role Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the AESS Franchise within a designated territory- North East 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 customers 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

• Sell franchise products within a territory in various market segments.
• Make significant contribution to the development of the regions business plan by implementing the strategic imperatives of the franchise.
• Provide weekly and monthly sales action plan to manager reflecting the activities required in each account to achieve sales objectives.
• Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
• Successfully negotiate and close complex deals in key accounts and with key customers.
• Lead in organizing trade displays and Conferences when required.

Territory Management

• Conduct SWOT analysis for the territory responsible
• Develop/implement sales strategies and plans to achieve sales target
• Set realistic attainable sales objectives by account and product group and by monthly quarterly and annual targets
• In-depth understanding of customer needs to identify sales opportunities
• Tender management to participate in tenders for State and central owned govt institutions
• Actively pursue contract opportunities
• Responsible for maintaining/gaining market share in the territories handled as per plans
• Creatively plan for expansion of challenging territories and conversion of difficult accounts
• Identify opportunities for tapping into new market segments
• Participate in developing promotional support materials for use during sales calls
• Has broad understanding of internal organization (J&J) resources priorities needs relating to the business operations and achievement of sales plan
• Has detailed knowledge of sales processes and expert selling skills to make effective sales call to teach others and to improve on current process

Professional Education and Customer relationship

• Develop and maintain strong relationships with all levels of customers.
• Develop key opinion leaders in the region and make engagement plan with them.
• Enable new procedure adoption in the region using relevant training intervention.
• Proactively identify Professional Education needs to develop the awareness level among customers.

Product and Market knowledge

• Expert knowledge of products 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 competitors 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 customers 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

People Management

• Set goals for all team members
• Lead and enable sales team for driving effective sales
• Conduct quarterly discussions with all team members
• Create development plans for all team members
• Complete year-end evaluation for all team members
• Share field visit reports with individual team members after each visit

Process Management

• Ensure self and team cadence to franchise processes like TVA reporting procedure updates timely HCC closure Sample utilization report submission and Axonify participation.
• undefined 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 jobCorporate 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 undefined. Qualifications: Science graduate. Management degree will be an added advantage. Preferably 7 years experience in healthcare 1-2 years of people management experience preferredAre you ready to impact the worldJohnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share their real passion for caring in an environment that empowers you to drive your own career. This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties responsibilities and qualifications required of employees assigned to this job are an equal opportunity employer value diversity at our company. We do not discriminate on the basis of race religion color national origin gender sexual orientation age marital status veteran status or disability status. We will ensure that individuals with disabilities are provided with reasonable accommodation to participate in the job application or interview process to perform essential job functions and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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