Area Sales Manager

Position Title: Area Sales Manager

Role Type: People Manager

Department Name / Franchise: DePuy Synthes

Sector: MedTech

Position Location: Kolkatta

Reports to (Title): General Sales manager

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 customer's 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.

Business Overview: Responsible for Managing DePuy Synthes Joints for Kolkatta

Product Overview – DePuy Synthes Trauma & PT

Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.

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 company's commitment to superior customer services
• Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's 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 customer's 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