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Key Accounts Manager

3 months ago

Bengaluru, Karnataka, India Johnson and Johnson Full time

JOB POSITION DESCRIPTION:
Key Accounts Manager - Govt Business, South H

Q:
Bangalore Position Title(s): Key Accounts Manager POSITION SUMMARY Responsible for Govt Sales management in assigned territory.

Conceptualize and execute strategy for optimum utilization of resources and track the sales project in Public Healthcare Institutions or PSUs.

Adheres to environmental policy, procedures, and supports department environmental objectives.

ESSENTIAL FUNCTIONS / RESPONSIBILITIES Main areas of responsibility:
Achieving sales Objectives

  • Ensuring achievement of Annual Sales Targets from assigned area.
  • Ensuring the 100% achievement of right product mix and overall achievement on quarterly basis. Govt Projects - Planning & Execution (Evaluation for Participations in Government Tenders).
  • Thorough Knowledge of Government Tendering and Buying Process.
  • Evaluation for Participations in Government Tenders.
  • Understanding of Hierarchy at Government authorities of Public Health Sector.
  • Ability to Communicate and reach at Highest Level in Public Health Institutions - Decision Makers/Policy Makers and KOLs.
  • Coordination with Internal & External Stake Holders.
  • Coordination with Regulatory, Legal, Finance & Trade Business Team to generate business from Govt sector as per the policies.
  • Manage Distributor/Channel Partner Network and Relationship Management with Key Policy/Decision Makers in respective central or state govt healthcare institutions.
  • Work for the localized/customized marketing strategies and training activities for Govt KOLs and users. Monitoring SOP's for clean business practice from Govt sector.
  • Ensure implementation and monitoring of JJSV Tender Business SOP.
  • Ensure 100% adherence to HCC Policy.
  • Ensure thorough understanding for Distributor/Channel Partners on compliance and HCC. Represent & protect JJCV's interest business in Govt's Business forum/seminar.
  • Ensure that KOLs/User delight with services and products of JJSV.
  • Appropriate utilization of marketing inputs/activities to ensure desired outcome.
  • Analyze periodically for the coverage and performance with Local Team Colleagues to ensure desired outcomes as per potential of the territory.
  • Continue to develop and maintain a healthy and winning team spirit
  • Ensuring coordination with Business owners e.g Area Manager & RMs, Refractive Team and LCS Team to maximize lead generation and productivity in these segments of Ophthalmology. Reporting and Coordination
  • Maintaining reporting discipline and timely submission of Monthly/Weekly Field Work Reports, Funnel, Demo planning, Sales Report & Forecast, expense statements. Data Recording & Analysis
  • Ensuring analysis of the sales achievement and taking corrective actions wherever required.
  • Ensure healthy AR and EMD/PSBG recoveries. Qualification & Experience
  • Minimum education required for competent performance: Graduate in any discipline from reputed institute/ university.
  • Minimum 5 years of professional sales experience in healthcare industry, and out of that at least 1-2 years' experience in Govt Business.