Caring for the world, one person at a time has encouraged and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products, and services to advance the health and well-being of people. Every day, more than 130, 000 employees across the world are blending heart, science, and ingenuity to profoundly change the trajectory of health for humanity.

J& J Medical India (JJMI) 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, Infection Prevention, Wound Management, Women’s health, minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery.

Role Overview:

Responsible for establishing relationships with customers and for developing the business for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, growing into new territories, and establishing a new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products and a good understanding of other J& J products and service offerings. Has insights of customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops employees to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J& J Medical as a preferred supplier.

Business Overview: Responsible for Managing Orthopedics Joints in Next Tier ( Tier 4/5 Cities)

Product Overview – Orthopedics Joints range of products

Customer Segmentation: All orthopedic surgeons in Next Tier ( Tier 4/5 Cities)

Illustrative Responsibilities:

Business Financial Results

Deliver the assigned Business plan for the Next Tier ( Tier 4/5 Cities) Business – Achieve Monthly / Quarterly / Annual Business Plan

• Understand market potential, and set direction, strategies and plans to expand the market and realize market potential.
• Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities.
• Establish a monitoring system to ensure delivery of sales plan on volume, price and value objectives for products.
• Identify key markets and ensuring coverage and resourcing of the same adequately.
• Meet the AR / DSO target and manage account receivables as per the company policy.
• The role would also entail relevant knowledge of channel management and how to build a strong primary and secondary channel.

Territory Management

• In-depth understanding of current and future customers’ needs and translate them into sales opportunities.
• Guide in expansion of new geographies and markets.
• Ensuring adherence to KPIs of working on day to day basis by the team and driving efficiencies in terms of coverage to ensure best business outcomes.
• Drive market environment base on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer preferences for competitive products and services
• Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health.
• Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from the team and related sales/marketing groups
• Drive marketing campaigns with effect and share market insights with the marketing team.
• Core member of the leadership team to create a strategic roadmap for the business.
• Coach supervisor/individual contributor to develop: An effective and efficient territory account coverage plan and customer call plans
• Conduct regular reviews with team as a basis for challenging and improving both short and long term strategies and action plans
• Demonstrates expert knowledge of sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process
• Strong grasp of internal organization (J& J) resources, priorities, and needs, relating to the business operations and achievement of plans

Customer Satisfaction

• Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction.
• Research and identify key customer's critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes.
• Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty.
• Design innovative customer support services including E-initiatives and optimal use of company valuable services.
• Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise customer perceptions and use feedback to improve performance.
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction.
• Ensure appropriate problem-solving strategies are used by the sales team when dealing with product or service difficulties.

Internal Business Processes

• Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed.
• Optimize sales results through close alignment and cooperation with Franchise Marketing groups.
• Use internal resources and own strong understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation.
• Provide relevant information to marketing and other functions to contribute and to support effective decision making and actions across the organization.
• Managing the relationship with the vendor for ensuring business process adherence and acting as a bridge between both the organizations on a day to day basis.
• Ensuring adherence to vendor budget and working effectively with functions to drive the same.
• Judiciously handle operating expenses, (transportation, A& P, entertainment, travel) while ensuring sustainable productivity
• Optimize utilization of resources and equipment
• Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
• Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
• Develop/implement a distribution network for assigned territory
• SFE Implementation and Analysis

People Management

• Managing a 3rd party field force effectively
• Working with influence to drive business objective thru various stakeholders in sales team.
• Ensure an appropriate succession plan is in place; ensure we have an adequate supply of talent.
• Develop strong teamwork and cooperation with other functions through effective leadership.
• Empowers team to build confidence in dealing with customers issues; establish clearly defined boundaries for resolving issues.
• Investigate and resolve issues which could result into employee turnover.
• Ensure compliance with the performance management process for both self and team; conduct a semi-annual performance evaluation of all supervisors; identify areas for improvement based on clearly identified needs of each supervisor.
• Develop and implement training and development plans to address areas needing improvement
• Conduct monthly training /field coaching to supplement standard classroom training to empower team to become more effective with customers.
• CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans.
• Conduct monthly meetings with the sales team to disseminate, clarify, and explain company information and review business status.

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 levels of performance in knowledge tests and competency assessments related to training.
• Effectively apply new learning on the job

Corporate Ethics

• Communicate to the sales team, their individual responsibility towards the CREDO
• Participate in the company's Credo programs
• Manage business within ethics and values expressed in Credo while actively
• pursuing business outcome
• Relationship with customers based on high ethical standards
• Communicate to Product Specialists and implement company policy and procedures on health and safety