- 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
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
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
