Zonal Account Manager - Joints

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.

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Job Description:

Have high level of customer centricity for driving the business in the territory for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. Develop and implement sales strategies and objectives. Has in-depth knowledge of the products (capital equipment and consumables) and a good understanding of other J&J products and service offerings. Has in-depth knowledge of customer's needs and sharpened driven knowledge and market trends. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction with ownership and build loyalty and confidence in J&J MedTech as a preferred supplier.

Business Overview: Responsible for Managing assigned territory for DePuy Synthes Joints for Mumbai & Suburbs of Mumbai

Product Overview – DePuy Synthes Joint Reconstruction, Digital Surgery Capital Equipment, Knee and Hip Replacement Implants

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

Illustrative Responsibilities:

Business Financial Results

• Deliver the assigned Business plan for the assigned Territory – Achieve Monthly/Quarterly /Annual Business Plan.
• Understand customers’ needs and 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 compliance with the sales plan on volume, price and value objectives for products
• Identify and direct action on tender opportunities through liaison and 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
• Advise the expansion of new accounts and account conversion
• Work in the field with supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services
• Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and 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
• Develop in-depth product and procedural knowledge and assist surgeries in the OR when necessary
• Set direction, strategies, and plans for the territory/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups
• Have expert knowledge of sales process and specialist selling skills to make an effective sales call, and to improve the current selling process

Customer Satisfaction

• Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction
• 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
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

Internal Business Processes

• Optimize sales results through close alignment and cooperation with Franchise Marketing groups
• Use internal resources and own solid 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 support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization
• Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Run the appropriate utilization of resources and equipment
• Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements

Corporate Ethics

• Manage business within ethics and values expressed in Credo while actively pursuing business outcome
• Maintain Relationship with customers based on high ethical standards

Qualifications – External

• Bachelor’s degree is a must. Masters/MBA will be an advantage.
• Proven experience of minimum 7 Years in Sales/Key Account Management role in Medical Devices/Pharmaceutical/Healthcare Organization
• Ortho experience preferred
• Strong organizational and multitasking skills.
• Excellent communication and interpersonal abilities.
• Analytical mindset with proficiency in Microsoft Excel and PowerPoint.
• Knowledge of industry and market trends.
• Ability to travel is needed to support network activities.

Required Skills:

Preferred Skills: