Johnson & Johnson - Regional Manager - Strategic Customer Group - South (5-12 yrs)

- Regional Manager Strategic Customer Group - South India

- J&J MedTech is recruiting for a Regional Manager, Strategic Customer Group, located in Hyderabad, India

- Regional Manager Strategic Customer Group is a key leader of Strategic Customer Group (SCG), the organization that leads strategic partnerships with large Corporate Hospital groups based out of South India to deliver and retain access for all J&J Medical Device Business Units.

- Responsible for ensuring the satisfaction of assigned Strategic Group's economic and clinical needs by providing existing product and services and developing solutions through the account ownership, corporate representation, effective negotiation, and long-term partnership, which would improve company profitability and market share. Works in collaboration with all commercial organization to deploy specific plans and actions for the client group under responsibility.

- The Regional Manager, Strategic Customer Group is responsible for the successful implementation of strategic objectives to ensure competitive advantage and secure the best possible access and contracts within managed market area by developing and implementing strategies that integrate valued market access solutions. At the same time contribute to the achievement/exceed of the Johnson & Johnson Medical Devices business goals.

Key Responsibilities:

- Accountable for annual results of strategic accounts (margin, mix, contract renewals, pricing policies, compliance, solutions, Account P&L)

- Build long term partnerships with strategic customers by providing innovative solutions to meet their needs

- Prepare and develop account strategic plan based on potential value of account, analyses of the current portfolio of products sold and BUs objectives

- Handle accounts closely throughout the permanent evaluation and identification of new business opportunities and recommend/deploy courses of action, which would ensure customer service goals compliance and generate options to satisfy objectives.

- Collaborate with multiple J&J MedTech Business units to align strategic objectives per account, negotiate pricing agreements, timely contract renewals, calculate cost/benefit, and select preferred options to deliver value proposition.

- Drive Enterprise level contracting by aligning the different business units to drive market share gains

- Collaborate with Finance, Supply Chain /Logistics, Legal and Health Care Compliance Departments to demonstrate customer negotiations and ensure compliance of customer needs. Works closely with multiple cross-functional partners, including marketing, Business Development, Medical Affairs, Professional Education etc.

- Understand and identify customer's operational and strategic needs and align it with the Business Unit Leaders and SCG Leader.

- Work directly with the National Sales Managers, Regional Sales Managers and account sales managers, Commercial Operations to support, achieve and secure profitable growth of J&J MedTech, access, sales, and market share, and to ensure customer satisfaction. Serve as a member and contributor to various business unit teams, providing functional expertise and leadership, and actively contribute to the business as a whole. Identify/Support additional growth opportunities and accelerate the process to pursue them.

- Monitor the competitive environment and build sustainable strategies and actions. Routinely analyze trends, generate insights, anticipate issues/opportunities, and develop plans of action.

- Strengthen relationship with customer through constant interactions. Develop an understanding of the value message and how to communicate that message to key customers (Procurement Heads, hospital administrators, C Suite Level) through appropriate tools.

Education:

Degree with minimum 5 years of work experience in Sales, Marketing, Group level Contracting, Key Account Management is required. An MBA from Top B schools is preferred.

Experience and Skills:

- Financial and strong Eye For Business, Problem Solver, Creative/Innovative, Senior Level Interaction Skills, Team Builder - Strong capacity to lead by influence and example

- Effective Communication/Listening, Negotiation, Planning & Organization, Leadership, Problem/Conflict Resolution, Relationship Building

- Excellent Communication & Presentation Skills, analytical capabilites with good working proficiency in Microsoft Excel

- Commercial Sales & Business Management, Key Account Management background with validated results, working at the Senior Procurement & C-Suite level customers

- Min 5 years of experience in Med Tech / Pharmaceutical segment or Hospital Provider segment is required.

- Good understanding of procurement & rate contract process of Medical Devices & Consumables, deal closure of MedTech Capex equipment's in the large hospital provider network with strong performance track record is required