Regional Sales Manager
In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments.
J&J Medical India (JJMI) is the market leader in the Medical Company Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients and nurses. It comprises of multiple Franchises (Strategic business units) providing healthcare solutions across Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women’s health, minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery.
Position Title: Regional Sales Manager
Role Type: People Manager
Department Name / Franchise: Ethicon Endo Surgery
Sector: Medical Devices
Position Location: Indore
Reports to (Title / Designation): General Sales Manager
Role Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals. Has expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. can plan, assign work, motivate and coach the team while assuming responsibility for results of the team.
Illustrative Responsibilities:
Sales Turnover
- Sell franchise products within a territory in various market segments.
- Make significant contribution to the development of the region's business plan by implementing the strategic imperatives of the franchise.
- Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
- Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
- Successfully negotiate and close complex deals in key accounts and with key customers.
- Lead in organizing trade displays and Conferences when required.
Territory Management
- Conduct SWOT analysis for the territory responsible
- Develop/implement sales strategies and plans to achieve sales target
- Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets
- In-depth understanding of customer needs to identify sales opportunities.
- Actively pursue tender/contract opportunities
- Responsible for maintaining/gaining market share in the territories handled as per plans
- Creatively plan for expansion of challenging territories and conversion of difficult accounts
- Identify opportunities for tapping into new market segments.
- Participate in developing promotional support materials for use during sales calls
- Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan.
- Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process.
Professional Education and Customer relationship
- Develop and maintain strong relationships with all levels of customers
- Develop key opinion leaders in the region and make engagement plan with them.
- Enable new procedure adoption in the region using relevant training intervention
- Proactively identify Professional Education needs to develop the awareness level among customers
Product and Market knowledge
- Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users
- Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses
- Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
- Share competitive information and suggestions for countering competitors with colleagues
- Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings
Expense, Equipment and Samples
- Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.
- Seek prior approval for budget variations
- Ensure compliance of team to 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
People Management
- Set goals for all team members
- Lead and enable sales team for driving effective sales
- Conduct quarterly discussions with all team members
- Create development plans for all team members
- Complete year-end evaluation for all team members
- Share field visit reports with individual team members after each visit
Process Management
- Ensure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation.
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 learning on the job
Corporate Ethics
- 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
