Area Sales Manager | Ahmedabad | Johnson & Johnson

Job Description

Johnson and Johnson Medical Device are recruiting for an Area Sales Manager in Ahmedabad.

This role leads a group of Individual Contributors to achieve/exceed sales targets for the Franchise within a designated territory, 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 of customers’ 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 the results of the team.

Key Responsibilities:

Sales Turnover
  • Sell franchise products within a territory in various market segments.
  • Make a 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 the 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
  • Actively pursue tender/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 a 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 improve on the 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, and 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 on 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 the sales team for driving effective sales
  • Conduct 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
Process Management
  • Ensure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission, and Axonify participation.
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
  • 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
Qualification and Experience:
  • Science graduate. A management degree will be an added advantage.
  • Preferably 5+ years experience in Healthcare
  • 1-2 years of people management experience preferred.

Location