Zonal Account 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 Clinical Sales - Surgeons Commission Job Category Professional All Job Posting Locations PENJERLA Telangana India In India Johnson Johnson operates as a single legal entity and consists of the 3 strategic business units Consumer Products Pharmaceuticals and Medical Devices Diagnostics which are independently managed and report into their respective Global business segments J J Medical 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 Strategic business units 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 Zonal Account Manager Role Type Individual contributor Department Name Franchise Ethicon Endo Surgery Sector Medical Devices Position Location Hyderabad Reports to Title Designation Regional Sales Sales Manager Role Overview Johnson Johnson Medical Devices is recruiting for Zonal Account Manager role located at Hyderabad The role will be responsible for Sales of Ethicon Endosurgery products like cutter staplers laparoscopic surgery equipment and energy devices to achieve exceeds sales targets for the business unit within a designated territory and speciality and in a manner consistent with the CREDO company policy and goals The Individual Contributor is responsible for closing the sale and positively impacting customer s satisfaction Has thorough knowledge of the products responsible and maintains a good understanding of customers needs as well as competitive developments in the market place Develops long-term positive customer relationships building loyalty and confidence in J J Medical as a preferred supplier Illustrative Responsibilities Sales Turnover Sell franchise products within a territory and specialty and achieve sales targets Lead specialty focused market development activities in the region Support other team members to ideate and execute specialty focused initiatives Provide weekly and monthly sales action plan to manager reflecting the activities required in each account to achieve sales objectives Analyze sales reports to find opportunities recognize routine problems analyze causes and recommend solutions Able to negotiate and close sales in routine situations and with guidance when handling more complex deals Participate in Trade Displays and Conference when required Territory Management Develop understanding of customer needs to identify sales opportunities Identify tender contract opportunities and work with colleagues to deliver With guidance develop an effective and efficient territory plan Work with distributers and ensure that they are brand ambassadors for our products Identify and train surgeons on new technologies and solutions through consult-in-surgery one-on-one sales calls one-to-many training sessions Customer In-service Education Training Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively Develop and maintain strong relationships with all levels of customers With assistance co-ordinate and deliver in-services education sessions Advise marketing on customer s in-service education resource needs 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 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 expense budget guidelines with immediate Manager Plan sample and expense utilization to optimize usage while remaining in budget 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 Qualifications Science graduate Management degree will be an added advantage Preferably 5 years experience in Healthcare Min 2 years experience in selling Medical devices Sales experience in selling laparoscopy products in Key Accounts and Nursing Home is preferred