Zonal Account Manager

Zonal Account Manager

Location: Chandigarh

Role Overview:

• The role will be responsible for Sales of Trauma Implants and Power Systems in Key accounts.
• 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 developments in the market place.
• Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.
• Sell franchise products/ implants within a territory.
• Sell Equipment/ Machine and close their Comprehensive Annual Maintenance Contracts (CAMC).
• Work closely with Biomedical teams, Purchase Department of Hospitals to generate demand and negotiate and close deals for Power Systems.
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
• Analyse sales reports to find opportunities, recognize routine problems; analyse 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.
• Develop understanding of customer needs to identify sales opportunities.
• Attend call from surgeons for daily implant requirements; understand fracture specific implant need and recommend solutions as product consultant to the surgeon.
• Identify tender/contract opportunities and work with colleagues to deliver.
• With guidance, develop an effective and efficient territory plan.
• Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions.
• Work with manager to identify customer in-service needs to support use of products efficiently and effectively.
• Develop and maintain strong relationships with all levels of customers – CSSD team, OT In-charge and Biomedical person.
• With assistance, co-ordinate and deliver in-services education sessions 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.
• Handle Key account consigned inventory and maintenance of consigned instruments.
• Provide customer support on inventory, within company guideline
• 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.