Regional Sales Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal.

Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function

MedTech Sales

Job Sub Function

Clinical Sales – Surgeons (Commission)

Job Category

People Leader

All Job Posting Locations

Kolkata, West Bengal, India

Job Description

In India, Johnson & Johnson operates as a single legal entity and consists of the strategic business units, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments.

J&J MedTech India (JJMT) 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 : AESS

Sector: Medical Devices

Position Location : Guwahati

Reports to (Title / Designation): General Sales Manager- East

Role Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the AESS Franchise within a designated territory - North East , 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

Tender management to participate in tenders for State and central owned govt institutions

Actively pursue 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 processes 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.

undefined 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 undefined. Qualifications:

Science graduate. Management degree will be an added advantage.