Territory Account Manager

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Job Description:

J&J MedTech 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, Wound Management, Women's health, minimally invasive surgery, Circulatory disease management, Etc. Ethicon India comprises of "Ethicon Wound Closure & Biosurgery" and "Ethicon Endosurgery & Energy" franchises.

Position Title: Territory Account Manager

Role Type: Individual contributor

Department Name / Franchise: Ethicon Wound Closure and Biosurgery

Sector: Medical Devices

Position Location: Kanpur

Reports to (Title / Designation):  Regional Sales Manager

Role Overview: J&J MedTech is recruiting for the Territory Account Manager role, located at Kanpur.

Leads a group of Individual Contributors to achieve/exceed sales targets for the Ethicon Wound Closure and Biosurgery Franchise within a designated territory- Kanpur, and in a manner, consistent with the CREDO, company policy and goals.  The applicant must have an expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends.  Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. can plan, assign work, motivate, and coach the team while assuming responsibility for results of the team.

Illustrative Responsibilities:

Sales Turnover

• Sell franchise products within a territory in various market segments.
• Make significant contribution to the development of the region's business plan by implementing the strategic imperatives of the franchise.
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
• Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
• Successfully negotiate and close complex deals in key accounts and with key customers.
• Lead in organizing trade displays and Conferences when required.

Territory Management

• Conduct SWOT analysis for the territory responsible
• Develop/implement sales strategies and plans to achieve sales target 
• Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets
• In-depth understanding of customer needs to identify sales opportunities
• Tender management to participate in tenders for State and central owned govt institutions
• Actively pursue contract opportunities
• Responsible for maintaining/gaining market share in the territories handled as per plans
• Creatively plan for expansion of challenging territories and conversion of difficult accounts
• Identify opportunities for tapping into new market segments 
• Participate in developing promotional support materials for use during sales calls
• Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan
• Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process

Customer In-service Education & Training

• Develop and maintain strong relationships with all levels of customers.
• Develop key opinion leaders in the region and make engagement plan with them.
• Enable new procedure adoption in the region using relevant training intervention.
• Proactively identify Professional Education needs to develop the awareness level among customers.

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

Process Management

• Ensure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation

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 scores in 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.
• Relationships with customers based on high ethical standards.

Qualifications:

• Science graduate. A management degree will be an added advantage.
• Preferably 5+ years' experience in healthcare
• Min 2 years' experience in selling medical devices.