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Position Title: District Account Manager Role Type: People Individual Contributor Position Location: Kolkata

Role Overview:

Have high level of customer centricity for driving the business in a region 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 (capital equipment and consumables) responsible, and a good understanding of other J& J products and service offerings. Has in-depth knowledge of customer's needs and sharpened driven knowledge and market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J& J MedTech as a preferred supplier. Responsibilities/Accountabilities: Sales Turnover
• Sell franchise products within a territory
• Make significant contribution to the development of the region's business plan
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
• Analyze equipment lead pipeline to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities
• Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
• Successfully negotiate and close complex deals.
• Lead in organizing trade displays and Conferences when required. Territory Management
• In-depth understanding of current and future customers needs and translate them into sales opportunities
• Direct the expansion of new accounts and account conversion
• Work in the field with each supervisor to achieve effective coverage of key accounts; maintain high level of customer rapport and reinforce company's commitment to superior customer services
• Analyze competitive market environment base on thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities and weakness, as well as thorough knowledge of customer's support and preferences for competitive products and services
• Base on customers short and long term needs, competitive threats/environment, and current and future market trends, conduct SWOT analysis for the territory responsible
• Based on results of SWOT analysis, set direction, strategies and plans for the territory/region/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups
• Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets
• Has expert knowledge of sales process and expert selling skills to make effective sales call, to teach others and to improve current selling process
• Sell in-surgery to keep up-to-date on our customer needs and market trends
• In-depth understanding of internal organization (J& J) resources, priorities and needs, relating to the business operations and achievement of sales plan Professional Education and Customer relationship
• Develop and maintain strong relationships with all levels of customers
• Develop key opinion leaders in the region and make engagement plan with them.
• Maintain optimum call cycles to build customer relationships.
• 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 Self-Development
• a. Identify specific actions to improve job performance in specific areas
• b. Participate in nominated training programs
• c. Active self-learning strategies to maintain knowledge
• d. Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to trainings.
• e. 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
• Relationship with customers based on high ethical standardsQualifications:
• Minimum of 5-6 years of proven experience in sales.
• Experience of Medical Devices in Orthopedics is mandatory.

Are you ready to impact the world?
Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career.
This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job are an equal opportunity employer d value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.