In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units : Consumer Products, Pharmaceuticals and Medical Devices, 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 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 : District Account Manager
Role Type : Individual Contributor
Pay Grade : 24
Department Name / Franchise : De Puy Synthes (Joints)
Position Location : Kolkata
Reports to (Title) : Sales Supervisor
Role Overview :
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 market place.
Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.
Illustrative Responsibilities :
Sell 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
Analyse sales reports to identify 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
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 retailers 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
Key Account Management
With guidance, prepare a plan to optimize key account development and sales growth
Identify and document key customers and decision makers
Be aware of Key Account strategies for growth
Identify and optimize cross selling opportunities and work with managers / colleagues to realize these
Provide customer support on inventory, within company guideline
Product & Market Knowledge
Develop 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-users
Able to demonstrate application / usage of products and differentiate them from competitor's products
Develop understanding of competitive products, their features-advantages-benefits
Gather information on current practices, behaviors and attitudes
Vigilantly obtain usage data of all trained surgeons and monitor adoption
Develop / implement distribution network for assigned territory
Ensure distributor health is as per agreed guidelines
Expense, Equipment and Samples
Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
Seek prior approval for budget variations
Work within 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
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 and Governance
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
Science Graduates + MBA’s preferred
A minimum of 5+ and up to 7years of sales experience from healthcare industry.
Candidates with B2B / B2C healthcare sales experience preferred.