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.