Description:

Role Overview:

- Responsible for establishing relationships with customers and for developing 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 and a good understanding of other J&J products and service offerings. Has insights of customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops the team to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J Medical as a preferred supplier.

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

Illustrative Responsibilities:

Business Financial Results:

- Deliver the assigned Business plan for the Region Achieve Monthly / Quarterly / Annual Business Plan

- Understand 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 delivery of sales plan on volume, price and value objectives for products

- Identify and direct action on tender opportunities through 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

- Guide in 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 our commitment to superior customer services

- Drive market environment base on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer 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

- Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from 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

- Coach supervisor/individual contributor to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth

- Conduct regular account reviews with team as a basis for challenging and improving both short and long term strategies and action plans

- Demonstrates expert knowledge of sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process

- Demonstrates ability to sell in-surgery to keep up-to-date on our customer needs and market trends

- Strong grasp of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of plans

Customer Satisfaction:

- Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction

- 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

- 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

- Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise 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 the sales team when dealing with product or service difficulties

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 strong 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 functions to contribute and to support effective decision making and actions across the organization

- Work with/involve appropriate functions when developing sales incentives programs

- Prepare and submit territory budget, including selling & marketing expenses. Seek prior approval for budget variations

- Establish territory expense and revenue budgets for supervisors and supervise to ensure compliance

- Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity

- Optimize 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 a diverse mix of skills and abilities to optimize team performance

- Ensure an appropriate succession plan is in place; ensure we have an adequate supply of talent

- Develop strong teamwork and cooperation with other functions through effective leadership

- Empowers team to build confidence in dealing with customers issues; establish clearly defined boundaries for resolving issues

- Investigate and resolve issues which could result into employee turnover

- Use effective interviewing and hiring skills to ensure high caliber recruitment

- Ensure compliance with the performance management process for both self and team; conduct a semiannual 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

- Develop and implement training and development plans to address areas needing improvement

- Conduct monthly training /field coaching to supplement standard classroom training to empower team to become more effective with customers

- CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans

- Conduct monthly meetings with the sales team to disseminate, clarify, and explain company information and review business status

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:

- Communicate to the sales team, their individual responsibility towards the CREDO

- Participate in the company's Credo programs

- Manage business within ethics and values expressed in Credo while actively pursuing business outcome

- Relationship with customers based on high ethical standards

- Communicate to Product Specialists and implement company policy and procedures on health and safety

Qualifications:

- Post-graduation degree or diploma in Business Management from premier B-School preferred

- Minimum of 8 years of proven experience in sales

- At least 6+ years of demonstrated ability in people manager role would be preferred

- Wound Closure & Biosurgery experience required for the role