Area 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 https://www.jnj.comJob FunctionMedTech SalesJob Sub FunctionClinical Sales – Hospital/Hospital Systems (Commission)Job CategoryProfessionalAll Job Posting Locations:Mumbai, IndiaJob DescriptionJ&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: Area Account ManagerRole Type: Individual contributorDepartment Name / Franchise: Ethicon Wound Closure and BiosurgerySector: Medical DevicesPosition Location: MumbaiReports to (Title / Designation): Sales ManagerRole Overview: J&J MedTech is recruiting for the Area Account Manager role, located at Mumbai.This is an Individual Contributor position where the applicant will achieve/exceed sales targets for the Ethicon Wound Closure and Biosurgery Franchise within a designated territory- Mumbai, 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 ResponsibilitiesSales TurnoverSell 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 gapSuccessfully negotiate and close complex deals in key accounts and with key customers.Lead in organizing trade displays and Conferences when required.Territory ManagementConduct SWOT analysis for the territory responsibleDevelop/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 targetsIn-depth understanding of customer needs to identify sales opportunitiesTender management to participate in tenders for State and central owned govt institutionsActively pursue contract opportunitiesResponsible for maintaining/gaining market share in the territories handled as per plansCreatively plan for expansion of challenging territories and conversion of difficult accountsIdentify opportunities for tapping into new market segments Participate in developing promotional support materials for use during sales callsHas broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales planHas detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current processCustomer In-service Education & TrainingDevelop 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 knowledgeExpert 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-usersHas thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknessesAnalyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address themShare competitive information and suggestions for countering competitors with colleaguesThorough 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 offeringsExpense, Equipment and SamplesJudiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.Seek prior approval for budget variationsEnsure compliance of team to sample issue and co-ordination guidelinesAgree expense budget/guidelines with immediate ManagerPlan sample and expense utilization to optimize usage while remaining in budgetProcess ManagementEnsure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participationSelf-DevelopmentIdentify 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 jobCorporate EthicsMaintain 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.QualificationsScience graduate. A management degree will be an added advantage.Preferably 5+ years’ experience in healthcareMin 2 years’ experience in selling medical devices.Required SkillsPreferred 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