Territory Account Manager

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Job 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 Orthopedics Infection Prevention Wound Management Womens health minimally invasive surgery Circulatory disease management and Blood glucose monitoring and insulin delivery.

Position Title: Account Manager

Role Type: Individual contributor

Department Name / Franchise: Ethicon Endo Surgery

Sector: Medical Devices

Position Location: Mumbai

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 Endo surgery 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 customers 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 customers in-service education resource needs

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

• 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

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  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

Required Skills:

Preferred Skills: