Regional Sales Manager - [V-147]

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 (JJMT) is the market leader in the Medical Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients, and nurses. It comprises 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.

Role Overview: Leads a group of Individual Contributors to achieve/exceed sales targets for the EES Franchise within a designated territory - Upper North, and in a manner consistent with the CREDO, company policy, and goals. Has expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Has in-depth knowledge of 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:

1. Sales Turnover: Sell franchise products within a territory in various market segments. Make significant contributions 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.
2. 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 government 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.