Regional Sales Manager

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 Job Function MedTech Sales Job Sub Function Technical Sales - MedTech Commission Job Category Professional All Job Posting Locations Gurgaon Haryana India J J MedTech India JJMI is the market leader in the Medical Company Devices Diagnostics Industry in India It is in the business of caring and providing solutions to doctors patients and nurses It comprises of multiple Franchises providing healthcare solutions across Vision Care Orthopaedics Infection Prevention Wound Management Women s health minimally invasive surgery Circulatory disease management and Blood glucose monitoring and insulin delivery Position Title Regional Sales Manager - Gurgaon Role Type People Manager Department Name Franchise Ethicon Sector MedTech Position Location Gurugram Reports to Title Designation General Sales Manager Role Overview Responsible for building relationship with customers Health Care Professionals and Retailers for developing the business in the region for the franchise in a manner consistent with the CREDO company policy and goals and in line with franchise direction This may involve developing new businesses expanding into new territories and establishing new dealer network Develops and implements sales strategies and objectives Has in-depth knowledge for the products responsible Positive relationships with HCPs a good understanding of other J J products and service offerings Understands empathizes with customer s needs and maintains sharp competitive knowledge and market trends Through effective leadership inspires leads directs motivates coaches and develops sales team to achieve exceed sales target Works to develop long-term positive customer relationships to achieve customer delight and build loyalty and confidence in J J Medical as a preferred supplier Illustrative Responsibilities Sell franchise products within the region - to both Corporate Trade Government accounts Understand customers needs and market potential to set direction strategies and plans to expand market and realise market potential Lead negotiations optimising contractual opportunities which cement long-term supply arrangements including Govt Tenders Analyse sales reports to proactively find opportunities and at risk re-prioritize resources to maximise sales opportunities Establish a monitoring system to ensure compliance with the sales plan on volume price and value objectives for products Lead MDAs and Professional Education programs with HCPs for the region Region Management In-depth understanding of current and future customers needs and translate them into sales opportunities with the help of the team Direct coverage expansion and conversion Work in the field with each team member to achieve effective coverage of key accounts maintain high level of customer rapport and reinforce company s commitment to superior customer services Analyze competitive market environment based on insights of competitor s structure culture personnel distribution capabilities and weaknesses as well as detailed knowledge of customer s support and preferences for competitive products and services Based on customers short and long term needs competitive threats environment and present extrapolated market trends conduct SWOT analysis for the respective territory Based on results of SWOT analysis set direction and plans for the territory region key accounts to achieve dept functional goals communicate plans and ensure they are understood by the team and related sales marketing groups Develop a sales plan for each territory set realistic attainable sales objectives by customer and product groups and by monthly quarterly annual targets Has expert knowledge of sales process and expert selling skills to make effective sales call to teach others and to improve current selling process Keen understanding of internal organization J J resources priorities and needs relating to the business operations and achievement of sales plan Administrative responsibilities like HCC A SP and other activities with help of branch assistant Customer Satisfaction Develop and maintain positive relationships with all levels of customers Research and identify key customer s critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes Craft innovative customer support services tender arrangements including E-initiatives and efficient use of company services Set up appropriate systems e g regular meetings with customers to acquire their feedback and gauge customer perceptions and use feedback to improve performance Ensure compliance with the Customer Complaints Procedure customer issues complaints are attended to promptly and professionally to customer s satisfaction Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties Internal Business Process Handle internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists accessing information and support as needed Optimise sales results through close alignment and cooperation with Franchise Marketing team Use internal resources and own understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation Work with involve appropriate functions when developing sales incentives programs Efficiently handle operating expenses transportation A P entertainment travel while ensuring balanced efficiency Supervise inventory level to meet inventory level objectives ensure inventory levels are adequate in major product categories in accordance with inventory objectives 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 proficiency assessments related to training Develops talent team by identifying their development areas providing timely feedback and guiding their progress and promotes diversity Qualifications MBA Post-graduation or Graduation Degree B School pass outs preferred Proven experience of 7 years in Medical Devices Must have experience in Government tenders and contracts Should have handled either autonomous and corporation Government business with understanding of GEM Exposure to Trade retail markets and corporate accounts as well Capital selling experience is also preferred 1-2 years in people manager role is preferred