Regional Sales Manager

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 MedTech 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, Wound Management, Women s health, minimally invasive surgery and Circulatory disease management.

Role Overview:

Have high level of customer centricity for driving 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 (capital equipment and consumables) responsible, and a good understanding of other J&J products and service offerings. Has in-depth knowledge of customers needs and sharpened driven knowledge and market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J MedTech as a preferred supplier.

Illustrative Responsibilities:

Business Financial Results

• Deliver the assigned Business plan for the Region - Achieve Monthly / Qtrl y / Annual Business Plan.
• Understand customers needs and market potential, and set direction, strategies and plans to expand the market and realize market potential
• Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements
• Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities
• Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
• Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments
• Meet the AR / DSO target and manage account receivables as per the company policy.
• 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
• Advise the expansion of new accounts and account conversion
• Work in the field with each supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the companys commitment to superior customer services
• Analyze competitive market environment base on a thorough knowledge of competitors structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customers support and preferences for competitive products and services
• Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health
• Set direction, strategies, and plans for the territory/region/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups
• Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets
• Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth
• Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans
• Have expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the current selling process
• Sell in-surgery to keep up to date on our customer needs and market trends
• In-depth understanding of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of sales plan

Customer Satisfaction

• Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction
• Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty
• Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customers satisfaction

Internal Business Processes

• Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed
• Optimize sales results through close alignment and cooperation with Franchise Marketing groups
• Use internal resources and own solid understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation
• Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization
• Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team
• Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Run the appropriate utilization of resources and equipment
• Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
• Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives
• Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
• Develop/implement a distribution network for assigned territory
• SFE Implementation and Analysis

People Management

• Ensure team consists of an appropriate mix of skills and abilities to optimize team performance
• Ensure an appropriate succession plan is in place
• Develop strong teamwork, and cooperation in the team and with other functions through effective leadership
• Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues
• Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment
• 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
• Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees and chart of development actions
• CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans
• Disseminate, clarify, and explain company information and review business status with team
• Drive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the org

Corporate Ethics

• Communicate to the sales team, their individual responsibility towards the CREDO
• Manage business within ethics and values expressed in Credo while actively pursuing business outcome
• Relationship with customers based on high ethical standards

Qualifications:

• Post-graduation degree or diploma in Business Management preferably from premier B-School.
• Minimum of 7-10 years of proven experience in sales.
• Experience of Medical Devices in Orthopedics is mandatory.

Are you ready to impact the world

Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your 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 d 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