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 Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

Professional

All Job Posting Locations:

Gurgaon, Haryana, India

Job Description:

Johnson & Johnson Medical Devices – Job Description
Position Title: Zonal Account Manager
Department: Ethicon WC
Location: Delhi
Reports to: Regional Sales Manager

Role Overview:
The Zonal Account Manager will be responsible for the sales of Ethicon WC Products in key government accounts. The role involves KOL management, distribution management, and AR management within the defined zone. This position achieves/exceeds sales targets for the franchise in a designated territory, aligned with the CREDO, company policies, and business goals. The individual contributor closes sales and enhances customer satisfaction while building strong long-term relationships, positioning J&J Medical as a preferred supplier.

Key Responsibilities:
1. Sales Turnover
Sell franchise products within a designated territory.
Submit weekly and monthly sales action plans to the manager.
Analyze sales reports to find opportunities and suggest improvements.
Negotiate and close sales; handle complex deals with guidance.
Represent the company at trade displays and conferences as needed.
2. Territory Management
Understand customer needs to uncover sales opportunities.
Identify tender/contract opportunities and collaborate internally.
Develop and execute an efficient territory plan with support.
Collaborate with retailers to represent the brand effectively.
Train surgeons on new technologies via consult-in-surgery, sales calls, and training sessions.
3. Customer In-Service Education & Training
Identify and address in-service training needs.
Build and maintain strong customer relationships.
Coordinate and deliver training sessions with support.
Provide feedback to marketing on educational needs.
4. Key Account Management
Create a plan to grow key accounts and optimize development.
Document key customers and decision-makers.
Align with Key Account strategies and identify cross-selling opportunities.
Offer inventory support within guidelines.
5. Product & Market Knowledge
Continuously improve understanding of product use and medical procedures.
Demonstrate product applications and highlight differentiators.
Understand and compare competitive products.
Collect and track usage data post-training.
6. Distribution Management
Develop and implement a strong distribution network.
Monitor distributor health per company standards.
7. Expense, Equipment, and Samples
Manage AR, transport, A&P, travel, and entertainment expenses prudently.
Seek prior approval for budget deviations.
Operate within sample coordination and usage guidelines.
8. Self-Development
Identify development areas and take action for improvement.
Participate in training programs and actively pursue learning.
Perform well in assessments and apply new skills on the job.
9. Corporate Ethics and Governance
Uphold ethical standards in all business dealings.
Conduct activities consistent with the Johnson & Johnson Credo.
Maintain high-integrity relationships with customers.

Qualifications:
Education:
Bachelor's degree in Science (preferred)
Experience:
6–8 years in healthcare sales (required)
Experience with HCP/KOL engagement (required)
Prior experience with sutures, meshes, and hernia portfolio 

Why Join Us?
At Johnson & Johnson, we offer a unique opportunity to grow your career with purpose, alongside driven professionals who are passionate about making a difference. We embrace diversity and are committed to creating an inclusive environment for all employees.
Equal Opportunity Employer:
We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Johnson & Johnson Medical Devices – Job Description
Position Title: Zonal Account Manager
Department: Ethicon – Sutures / Meshes & Hemostat Products
Location: [Insert Location]
Reports to: Regional Sales Manager / Area Sales Manager

Role Overview:
The Zonal Account Manager will be responsible for the sales of Ethicon Sutures, Meshes & Hemostat Products in key government accounts. The role involves KOL management, distribution management, and AR management within the defined zone. This position achieves/exceeds sales targets for the franchise in a designated territory, aligned with the CREDO, company policies, and business goals. The individual contributor closes sales and enhances customer satisfaction while building strong long-term relationships, positioning J&J Medical as a preferred supplier.

Key Responsibilities:

1. Sales Turnover

Sell franchise products within a designated territory.
Submit weekly and monthly sales action plans to the manager.
Analyze sales reports to find opportunities and suggest improvements.
Negotiate and close sales; handle complex deals with guidance.
Represent the company at trade displays and conferences as needed.

2. Territory Management

Understand customer needs to uncover sales opportunities.
Identify tender/contract opportunities and collaborate internally.
Develop and execute an efficient territory plan with support.
Collaborate with retailers to represent the brand effectively.
Train surgeons on new technologies via consult-in-surgery, sales calls, and training sessions.

3. Customer In-Service Education & Training

Identify and address in-service training needs.
Build and maintain strong customer relationships.
Coordinate and deliver training sessions with support.
Provide feedback to marketing on educational needs.

4. Key Account Management

Create a plan to grow key accounts and optimize development.
Document key customers and decision-makers.
Align with Key Account strategies and identify cross-selling opportunities.
Offer inventory support within guidelines.

5. Product & Market Knowledge

Continuously improve understanding of product use and medical procedures.
Demonstrate product applications and highlight differentiators.
Understand and compare competitive products.
Collect and track usage data post-training.

6. Distribution Management

Develop and implement a strong distribution network.
Monitor distributor health per company standards.

7. Expense, Equipment, and Samples

Manage AR, transport, A&P, travel, and entertainment expenses prudently.
Seek prior approval for budget deviations.
Operate within sample coordination and usage guidelines.
8. Self-Development

Identify development areas and take action for improvement.
Participate in training programs and actively pursue learning.
Perform well in assessments and apply new skills on the job.
9. Corporate Ethics and Governance

Uphold ethical standards in all business dealings.
Conduct activities consistent with the Johnson & Johnson Credo.
Maintain high-integrity relationships with customers.
Qualifications:
Education:

Bachelor's degree in Science (preferred)
Experience:

6–8 years in healthcare sales (required)
Experience with HCP/KOL engagement (required)
Prior experience with sutures, meshes, and hernia portfolio (preferred)

At Johnson & Johnson, we offer a unique opportunity to grow your career with purpose, alongside driven professionals who are passionate about making a difference. We embrace diversity and are committed to creating an inclusive environment for all employees.

Equal Opportunity Employer:
We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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

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