Regional Sales Manager- Biosurgery West

Job Description

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. Ethicon India comprises of Ethicon Endosurgery & Energy and Ethicon Wound Closure & Biosurgery franchises. Position Title : Regional Sales Manager- Biosurgery West Role Type : People Leader Department Name / Franchise : Sales/ Ethicon Wound Closure and Biosurgery Sector: Medical Devices Position Location : Mumbai Reports to (Title / Designation): Sr. Business Manager- Biosurgery Role Overview: Johnson & Johnson Medical Devices is recruiting for Regional Sales Manager role, located at Mumbai Leads a group of Biosurgery Specialists (Individual Contributors) to achieve/exceed sales targets for Biosurgery business in West in a manner, consistent with the CREDO, company policy and goals. The applicant must have an 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 process and expert selling skills to make effective sales call, to teach others, and to improve on current process. Customer In-service Education & Training 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 monthly/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 Omnipresence reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation 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 scores in 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. Relationships with customers based on high ethical standards. Qualifications: Science graduate. A management degree will be an added advantage. Must have 7+ years experience in sales/marketing. Preferably in Medical Devices Sales. 2+ years of experience as people manager with proven track record will be preferred