Territory Account Manager - Biosurgery Specialist
Job Description:
Johnson & Johnson Medical Devices is recruiting for Biosurgery Specialist, located in Mumbai, Maharashtra
Role Overview:
The role will be responsible for Selling Biosurgery range of Hemostatic products in assigned territory. He / She would also be responsible for establishing Biosurgery portfolio of Products as the preferred choice of adjunctive hemostats in Assigned territory by highlighting Importance of bleeding management, quality, and clinical advantage. The work will involve close coordination with larger team of account managers & supervisors in the assigned territory. The role also involves management of existing KOLs and active inclusion of new KOLs to shape the hemostat market and thereby increasing the access, adoption, and affinity to Biosurgery portfolio products.
Achieves/exceeds sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals. The Individual Contributor is responsible for closing the sale and positively impacting customer's satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers’ needs, as well as competitive developments in the marketplace. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.
Key Responsibilities:
Sales Turnover
- Sell franchise products within a territory.
- Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
- Analyze sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions
- Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals
- Participate in Trade Displays and Conference when required
Territory Management
- Develop understanding of customer needs to identify sales opportunities
- Active OR presence in specialty /procedure of strategic importance.
- Effectively drive marketing campaigns in close coordination with larger sales team.
- Identify tender/contract opportunities and work with colleagues to deliver
- With guidance, develop an effective and efficient territory plan
- Work with retailers and ensure that they are brand ambassadors for our products
- Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions
Customer In-service Education & Training
- Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
- Develop and maintain strong relationships with all levels of customers
- With assistance, co-ordinate and deliver in-services education sessions
- Advise marketing on customer's in-service education resource needs
Key Account Management
- With guidance, prepare a plan to optimize key account development and sales growth
- Identify and document key customers and decision makers
- Be aware of Key Account strategies for growth
- Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
- Provide customer support on inventory, within company guideline
Product & Market Knowledge
- Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users
- Able to demonstrate application/usage of products and differentiate them from competitor's products
- Drive Procedure/ Product Knowledge, working with Marketing in respective region
- Drive Differentiated activities in the territory/region
- Develop understanding of competitive products, their features-advantages-benefits
- Gather information on current practices, behaviors, and attitudes.
- Vigilantly obtain usage data of all trained surgeons and monitor adoption
Expense, Equipment and Samples
- Judiciously handle AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
- Seek prior approval for budget variations
- Work within 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
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 levels of performance in knowledge tests and competency assessments related to training
- Effectively apply new learnings on the job.
Corporate Ethics and Governance
- Maintain a responsible and ethical approach while actively pursuing business outcomes
- Conduct business within ethics and values expressed in Credo
- Relationship with customers based on high ethical standards
