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 Job Function: MedTech SalesJob Sub Function: Clinical Sales – Hospital/Hospital Systems (Commission)Job Category:ProfessionalAll Job Posting Locations:Bangalore, Karnataka, IndiaJob Description:Biosurgery Specialist- Zonal Account ManagerCaring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products and services to advance the health and well-being of people. Every day, our more than 130,000 employees across the world are blending heart, science, and ingenuity to profoundly change the trajectory of health for humanity.At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale, and experience to reinvent the way healthcare is delivered and help people live longer, healthier lives.In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, orthopedics, vision and interventional solutions with the big ideas of others to design and deliver physician and patient-centric products and solutions.As pioneers in medical devices, we continually focus on elevating the standard of care—working to expand patient access, improve outcomes, reduce health system costs and drive value. We create people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly.Job Description:Johnson & Johnson Medical Devices is recruiting for Zonal Account Manager - Biosurgery Specialist, located in Bengaluru, KarnatakaRole Overview:The role will be responsible for Selling Biosurgery range of Hemostatic products in assigned territory. He / She would also be responsible for establishing Biosurgery portfolio of Products as the preferred choice of adjunctive hemostats in Assigned territory by highlighting Importance of bleeding management, quality, and clinical advantage. The work will involve close coordination with larger team of account managers & supervisors in the assigned territory. The role also involves management of existing KOLs and active inclusion of new KOLs to shape the hemostat market and thereby increasing the access, adoption, and affinity to Biosurgery portfolio products.Achieves/exceeds sales targets for the Franchise within a designated territory, 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 marketplace. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.Key Responsibilities:Sales TurnoverSell franchise products within a territory.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 solutionsAble to negotiate and close sales in routine situations, and with guidance when handling more complex dealsParticipate in Trade Displays and Conference when requiredTerritory ManagementDevelop understanding of customer needs to identify sales opportunitiesActive OR presence in specialty /procedure of strategic importance.Effectively drive marketing campaigns in close coordination with larger sales team.Identify tender/contract opportunities and work with colleagues to deliverWith guidance, develop an effective and efficient territory planWork with retailers and ensure that they are brand ambassadors for our productsIdentify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessionsCustomer In-service Education & TrainingWork with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectivelyDevelop and maintain strong relationships with all levels of customersWith assistance, co-ordinate and deliver in-services education sessionsAdvise marketing on customer's in-service education resource needsKey Account ManagementWith guidance, prepare a plan to optimize key account development and sales growthIdentify and document key customers and decision makersBe aware of Key Account strategies for growthIdentify and optimize cross selling opportunities and work with managers/colleagues to realize theseProvide customer support on inventory, within company guidelineProduct & Market KnowledgeDevelop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-usersAble to demonstrate application/usage of products and differentiate them from competitor's productsDrive Procedure/ Product Knowledge, working with Marketing in respective regionDrive Differentiated activities in the territory/regionDevelop understanding of competitive products, their features-advantages-benefitsGather information on current practices, behaviors, and attitudes.Vigilantly obtain usage data of all trained surgeons and monitor adoptionExpense, Equipment and SamplesJudiciously handle AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivitySeek prior approval for budget variationsWork within sample issue and co-ordination guidelinesAgree expense budget/guidelines with immediate ManagerPlan sample and expense utilization to optimize usage while remaining in budgetSelf-DevelopmentIdentify specific actions to improve job performance in specific areasParticipate in nominated training programsActive self-learning strategies to maintain knowledgeFocused effort to achieve high levels of performance in knowledge tests and competency assessments related to trainingEffectively apply new learnings on the job.Corporate Ethics and GovernanceMaintain a responsible and ethical approach while actively pursuing business outcomesConduct business within ethics and values expressed in CredoRelationship with customers based on high ethical standardsEducation:Graduate Degree, preferable in Science/PharmacyMinimum 3-8 years of experience in healthcare required.Experience and Skills:Experience in managing HCP KOLs, working with larger teams.Sales experience in Adjunctive Hemostats will be preferred.Other:Should be proficient in local language and EnglishAre you ready to impact the world?Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career.We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.Required Skills: Preferred Skills:Brand Marketing, Business Behavior, Communication, Cross-Selling, Customer Centricity, Customer Effort Score, Goal Attainment, Hospital Operations, Innovation, Lead Generation, Market Research, Medicines and Device Development and Regulation, Problem Solving, Sales, Solutions Selling, Sustainable Procurement, Vendor Selection