Role Overview: Responsible for establishing relationships with customers and for developing 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 and a good understanding of other J&J products and service offerings. Has insights of customers needs and sharpened knowledge of market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops the team to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J Medical as a preferred supplier.
Business Overview : Responsible for Managing Cardiovascular Business for Ethicon Wound Closure & Biosurgery products
Product Overview - Ethicon and Biosurgery range of products
Customer Segmentation : Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, Government Hospitals & Nursing homes / Small Hospitals.
Illustrative Responsibilities: Business Financial Results
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Deliver the assigned Business plan for the Region - Achieve Monthly / Quarterly / Annual Business Plan
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Understand market potential, and set direction, strategies and plans to expand the market and realize market potential
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Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements
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Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities
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Establish a monitoring system to ensure delivery of sales plan on volume, price and value objectives for products
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Identify and direct action on tender opportunities through cooperation with appropriate departments
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Meet the AR / DSO target and manage account receivables as per the company policy
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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
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Guide in expansion of new accounts and account conversion
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Work in the field with each supervisor to achieve effective coverage of key accounts, maintain a high level of customer rapport and reinforce our commitment to superior customer services
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Drive market environment base on a thorough knowledge of competitors structure, culture, personnel, distribution, capabilities, and weakness, as well as customer preferences for competitive products and services
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Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health
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Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from the team and related sales/marketing groups
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Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups
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Coach supervisor/individual contributor to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth
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Conduct regular account reviews with team as a basis for challenging and improving both short and long term strategies and action plans
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Demonstrates expert knowledge of sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process
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Demonstrates ability to sell in-surgery to keep up-to-date on our customer needs and market trends
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Strong grasp of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of plans
Customer Satisfaction -
Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction
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Research and identify key customers critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes
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Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty
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Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services
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Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise customer perceptions and use feedback to improve performance
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Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customers satisfaction
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Ensure appropriate problem-solving strategies are used by the sales team when dealing with product or service difficulties
Internal Business Processes -
Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed
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Optimize sales results through close alignment and cooperation with Franchise Marketing groups
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Use internal resources and own strong understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation
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Provide relevant information to marketing and other functions to contribute and to support effective decision making and actions across the organization
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Work with/involve appropriate functions when developing sales incentives programs
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Prepare and submit territory budget, including selling & marketing expenses. Seek prior approval for budget variations
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Establish territory expense and revenue budgets for supervisors and supervise to ensure compliance
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Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
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Optimize utilization of resources and equipment
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Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
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Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives
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Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
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Develop/implement a distribution network for assigned territory
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SFE Implementation and Analysis
People Management -
Ensure team consists of a diverse mix of skills and abilities to optimize team performance
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Ensure an appropriate succession plan is in place; ensure we have an adequate supply of talent
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Develop strong teamwork and cooperation with other functions through effective leadership
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Empowers team to build confidence in dealing with customers issues; establish clearly defined boundaries for resolving issues
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Investigate and resolve issues which could result into employee turnover
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Use effective interviewing and hiring skills to ensure high caliber recruitment
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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
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Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees
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Develop and implement training and development plans to address areas needing improvement
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Conduct monthly training /field coaching to supplement standard classroom training to empower team to become more effective with customers
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CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans
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Conduct monthly meetings with the sales team to disseminate, clarify, and explain company information and review business status
Self-Development -
Identify specific actions to improve job performance in specific areas
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Participate in nominated training programs
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Active self-learning strategies to maintain knowledge
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Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training
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Effectively apply new learning on the job
Corporate Ethics -
Communicate to the sales team, their individual responsibility towards the CREDO
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Participate in the companys Credo programs
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Manage business within ethics and values expressed in Credo while actively
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pursuing business outcome
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Relationship with customers based on high ethical standards
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Communicate to Product Specialists and implement company policy and procedures on health and safety
Qualifications: -
Post-graduation degree or diploma in Business Management from premier B-School preferred
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Minimum of 8 years of proven experience in sales
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At least 4 years of demonstrated ability in people manager role would be preferred
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MedTech experience required for the role
