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J&J MedTech 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 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

Pay Grade: 26

Department Name / Franchise: Ethicon

Sector: MedTech

Position Location: Mumbai

Reports to (Title / Designation): General Sales Manager

Role Overview:

Responsible for building relationship with customers (Health Care Professionals and

Retailers) for developing the business in the 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, expanding into new territories

and establishing new dealer network. Develops and implements sales strategies and

objectives. Has in-depth knowledge for the products responsible, Positive relationships

with HCPs, a good understanding of other J&J products and service offerings.

Understands & empathizes with customer's needs and maintains sharp competitive

knowledge and market trends. Through effective leadership, inspires leads, directs,

motivates, coaches and develops sales team to achieve/exceed sales target. Works to

develop long-term positive customer relationships to achieve customer delight, and

build loyalty and confidence in J&J Medical as a preferred supplier.

Illustrative Responsibilities:

• Sell franchise products within the region - to both Corporate & Government

accounts

• Understand customers’ needs and market potential, to set direction, strategies

and plans to expand market and realise market potential

• Lead negotiations optimising contractual opportunities which cement long-term

supply arrangements, including Govt. Tenders

• Analyse sales reports to proactively find opportunities and at risk, re-prioritize

resources to maximise sales opportunities

• Establish a monitoring system to ensure compliance with the sales plan on

volume, price and value objectives for products

• Lead MDAs and Professional Education programs with HCPs for the region

Region Management

• In-depth understanding of current and future customers needs and translate

them into sales opportunities with the help of the team

• Direct coverage expansion and conversion.

• Work in the field with each team member to achieve effective coverage of key

accounts; maintain high level of customer rapport and reinforce company's

commitment to superior customer services

• Analyze competitive market environment based on insights of competitor's

structure, culture, personnel, distribution, capabilities and weaknesses, as well

as detailed knowledge of customer's support and preferences for competitive

products and services

• Based on customers short and long term needs, competitive

threats/environment, and present/extrapolated market trends, conduct SWOT

analysis for the respective territory

• Based on results of SWOT analysis, set direction, 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 territory; set realistic attainable sales objectives by

customer and product groups, and by monthly/quarterly/annual targets

• Has expert knowledge of sales process and expert selling skills to make effective

sales call, to teach others and to improve current selling process

• Keen understanding of internal organization (J&J) resources, priorities and

needs, relating to the business operations and achievement of sales plan

• Administrative responsibilities like HCC, A&SP and other activities with help of

branch assistant.

Customer Satisfaction

• Develop and maintain positive relationships with all levels of customers

• Research and identify key customer's critical success factors to identify

innovative sales and service opportunities which will deliver improved customer

business performance and healthcare outcomes

• Craft innovative customer support services/tender arrangements including Einitiatives and efficient use of company services

• Set up appropriate systems, e.g., regular meetings with customers to acquire

their feedback and gauge customer perceptions, and use feedback to improve

performance

• Ensure compliance with the "Customer Complaints Procedure"; customer issues/

complaints are attended to promptly and professionally to customer's

satisfaction

• Ensure appropriate problem solving strategies are used by sales team when

dealing with product or service difficulties

Internal Business Process

• Handle internal relationships and processes enabling flexibility and

responsiveness in drawing on internal specialists, accessing information and

support as needed

• Optimise sales results through close alignment and cooperation with Franchise

Marketing team

• Use internal resources and own understanding of supply chain processes and

principles of Health Economics as a basis for finding opportunities for service

innovation

• Work with/involve appropriate functions when developing sales incentives

programs

• Efficiently handle operating expenses, (transportation, A&P, entertainment,

travel) while ensuring balanced efficiency

• Supervise inventory level to meet inventory level objectives; ensure inventory

levels are adequate in major product categories in accordance with inventory

objectives

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

proficiency assessments related to training

• Develops talent & team by identifying their development areas, providing timely

feedback and guiding their progress and promotes diversity.

Qualifications

Qualifications

• Post-graduation or Graduation Degree

• Proven experience of 4+ years in B2B Sales & Marketing (Medical Devices,

Pharma)

• Must have experience in preferably Maharashtra State government business, or

other Government tenders and contracts

• Exposure to Trade/retail markets

• 1-2 years in people manager role