Gsm North Joints and Velys

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 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 (Strategic business units) providing healthcare solutions across Vision Care, Orthopedics, Wound Management, Women’s health, mínimally invasive surgery and Circulatory disease management. _

**Position Title**: General Sales Manager Joints Reconstruction North

**Role Type**:People Manager**:
**Department Name / Franchise**: DePuy Synthes

**Sector**:MedTech

**Position Location**: Delhi

**Reports to (Title)**:Associate Sales Director Joints Reconstruction

**Role Overview**:
Have high level of customer centricity for driving the business in a 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, growing into new territories, and establishing a new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products (capital equipment and consumables) responsible, and a good understanding of other J&J products and service offerings. Has in-depth knowledge of customer's needs and sharpened driven knowledge and market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J MedTech as a preferred supplier.

**Business Overview**: Responsible for Managing DePuy Synthes Joints Reconstruction Business for North region.

**Product Overview **- Implants - Hip and Knee Replacement, VELYS RAS Robot

**Customer Segmentation**: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.

**Illustrative Responsibilities**:
**Business Financial Results**
- Deliver the assigned Business plan for the Region - Achieve Monthly / Qtrl’y / Annual Business Plan.
- Understand customers’ needs and market potential, and set direction, strategies and plans to expand the market and realize market potential
- Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements
- Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities
- Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
- Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments
- Meet the AR / DSO target and manage account receivables as per the company policy.
- The role would also entail relevant knowledge of government protocols pertaining to tendering and thorough understanding of government initiatives such as PMJAY, GeM etc.

**Territory Management**:

- In-depth understanding of current and future customers’ needs and translate them into sales opportunities
- Advise the expansion of new accounts and account conversion
- Work in the field with each supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services
- Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and preferences for competitive products and services
- Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health
- Set direction, strategies, 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 supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets
- Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth
- Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans
- Have expert knowledge of sales process and specialist selling skills to make an effective sales c