Regional Sales Manager

About this role

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…