Key Account Manager

Responsible for the sales of all Cataract products within a defined territory that includes Phaco Equipment, the entire range of Intra Ocular Lenses and Visco-Elastics. The incumbent is expected to plan, organize and implement selling activities in line with the plan for the Johnson & Johnson Surgical Vision (JJSV) business and achieve or exceed the annual and quarterly sales objectives using professional selling skills, time and territory management and the efficient use of promotional material consistent with marketing objectives.

Should be good at building relationship with internal and external customers (Doctors/KOLS/Distributors/Peers and Superiors).

Adheres to environmental policy, procedures, and supports department environmental objectives.

ESSENTIAL FUNCTIONS / RESPONSIBILITIES

Main areas of responsibility:

Sales Target:

Attains or exceeds the budgeted sales objectives for all nominated JJSV products. Systematically covers all surgeons on designated territory as per the minimum criterion set for the segmented customers. Responsible for developing, monitoring sales activity and implementing corrective actions to achieve targets!

Selling Skills & Professionalism:

Provides focused sales presentations and develops relationships with surgeons and surgery center support staff. Provides expert product knowledge to customers and carries out in-service to ensure correct usage of JJSV products. Develops and maintains a strong market orientation, builds JJSV competitive knowledge, develops a complete understanding of the tender business and public and private hospital dynamics. Communicates with management on changes in market attitudes about surgical/ophthalmic issues!

Territory Management:

Prepares and submits on a timely basis, online field activity reports on the organization provided tool that comply with reporting requirements for the territory and other reports requested by the

JOB POSITION DESCRIPTION Page 2 of 3

Title Territory Manager

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manager. Attends and participates in sales and industry meetings. Analyses sales reports and reports on sales variances in monthly commentary.

Inventory & Asset Management:

Effectively manages surgical assets in the field such as IOL consignments, hand held instruments, and loaner/demo equipment. Works with management to reduce inventory levels and accounts receivable days. Ensure that all Phaco inventory and service requirements are effectively communicated to the relevant Sales Support staff. Cares for all company property, practices cost containment, complies with all local and government regulations pertaining to transportation, storage, control and utilization of products.

Qualifications

Minimum education required for competent performance:

A Bachelor s degree in Science/Commerce/ Engineering (Electronics/ Electrical/ Instrumentation) or Optometry.

MBA will be an added advantage

Minimum 2 - 4 years sale experience in the healthcare industry preferably in medical devices and consumables.