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11/03 Reepa Sarda Pal
Talent Acquisition at Johnson & Johnson Pvt. Ltd

Views:2213 Applications:643 Rec. Actions:Recruiter Actions:5

Johnson & Johnson - Zonal Account Manager - Cardiovascular Segment (2-4 yrs)

Bangalore Job Code: 807460

Zonal Account Manager - CV


- 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.

- CV Specialist position requires extensive technical knowledge about Cardiovascular Specialty. The position requires an in-depth knowledge of Anatomy, Cardiac Procedures and Exclusive Products used in various Cardiac Procedures. Core responsibilities include extensive coverage of all major & minor Hospitals performing Cardiac Procedures in a designated Territory. The job involves maintaining a high degree of KOL relationships with all key Cardiac Surgeons under his / her jurisdiction. Achieve 100% Sales Targets for the Year with delivering sustainable growth as per organization strategy. Organize and collaborate with local Sales Teams to conduct value-based MDA / Profed Programs in Cardiac and create high standards of engagement Platform with Key Customers.

- Should be consistent with the CREDO, company policy and goals. The Individual Contributor is responsible for closing the sale and positively impacting the customer's satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers- needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.

Illustrative Responsibilities :

Sales Turnover :

- Sell franchise products within a territory

- Provide weekly and monthly sales action plan to manage, reflecting the activities required in each account to achieve sales objectives

- Analyze sales reports to identify opportunities, recognize routine problems; analyze causes and recommend solutions

- Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals

- Participate in Trade Displays and Conference when required

Territory Management :

- Develop an understanding of customer needs to identify sales opportunities

- Identify tender/contract opportunities and work with colleagues to deliver

- With guidance, develop an effective and efficient territory plan

- Work with retailers and ensure that they are brand ambassadors for our products

- Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

Customer In-service Education & Training :

- Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively

- Develop and maintain strong relationships with all levels of customers

- With assistance, co-ordinate and deliver in-services education sessions

- Advise marketing on customer's in-service education resource needs

Key Account Management :

- With guidance, prepare a plan to optimize key account development and sales growth

- Identify and document key customers and decision-makers

- Be aware of Key Account strategies for growth

- Identify and optimize cross-selling opportunities and work with managers/colleagues to realize these

- Provide customer support on inventory, within company guideline

Product & Market Knowledge :

- Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users

- Able to demonstrate application/usage of products and differentiate them from competitor's products

- Develop an understanding of competitive products, their features-advantages-benefits

- Gather information on current practices, behaviors, and attitudes

- Vigilantly obtain usage data of all trained surgeons and monitor adoption

Distribution Management :

- Develop/implement a distribution network for assigned territory

- Ensure distributor health is as per agreed guidelines

Expense, Equipment, and Samples :

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

- Seek prior approval for budget variations

- Work within sample issue and co-ordination guidelines

- Agree to expense budget/guidelines with immediate Manager

- Plan sample and expense utilization to optimize usage while remaining in budget

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 and Governance :

- 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

Qualifications :

- Science Graduates + MBA's preferred from premier B School.

- A minimum of 2-4 Yrs. of sales experience from the healthcare industry.

- Candidate from the medical devices industry preferred

Women-friendly workplace:

Maternity and Paternity Benefits

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