Regional Sales Manager- Biosurgery West

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 https://www.jnj.com

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Caring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products and services to advance the health and well-being of people. Every day, our more than 130,000 employees across the world are blending heart, science, and ingenuity to profoundly change the trajectory of health for humanity.

At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale, and experience to reinvent the way healthcare is delivered and help people live longer, healthier lives.

In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, orthopedics, vision and interventional solutions with the big ideas of others to design and deliver physician and patient-centric products and solutions.

As pioneers in medical devices, we continually focus on elevating the standard of care—working to expand patient access, improve outcomes, reduce health system costs and drive value. We create people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly.

Position Title: Regional Sales Manager- Biosurgery West

Role Type: People Leader

Department Name / Franchise: Sales/ Ethicon Wound Closure and Biosurgery

Sector: Medical Devices

Position Location: Mumbai

Reports to (Title / Designation): Sr. Business Manager- Biosurgery

Role Overview: Johnson & Johnson Medical Devices is recruiting for Regional Sales Manager role, located at Mumbai

Leads a group of Biosurgery Specialists (Individual Contributors) to achieve/exceed sales targets for Biosurgery business in West in a manner, consistent with the CREDO, company policy and goals.  The applicant must have an expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Has in-depth knowledge of 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 process and expert selling skills to make effective sales call, to teach others, and to improve on current process.

Customer In-service Education & Training

• 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 monthly/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

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  Process Management

  Ensure self and team cadence to franchise processes like Omnipresence reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation

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  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 scores in 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.

  Relationships with customers based on high ethical standards.

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  Qualifications:

  Science graduate. A management degree will be an added advantage.

  Must have 7+ years’ experience in sales/marketing. Preferably in Medical Devices Sales.

  2+ years of experience as people manager with proven track record will be preferred.

  Other:

  Should be proficient in local languages and English

  Are you ready to impact the world?

  Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career.

  We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

  This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

   

  2+ years of experience as people manager with proven track record will be preferred.

   

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