Regional Sales Manager

Johnson & Johnson

Dec 4, 2024

Applications are closed

Job
Full-time
Senior Level
Sales & Business Development
Healthcare
Chandigarh

Requirements

Graduates. Management degree will be an added advantage.
Preferably 8+ years’ experience in MedTech, Specialized Pharma. Surgical background preferred.
1-2 years of On roll people management experience preferred. Territory experience preferred along with experience with Government accounts and medical colleges.

Responsibilities

Sell 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 gap.
Successfully negotiate and close complex deals in key accounts and with key customers.
Lead in organizing trade displays and Conferences when required.
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 govt 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.
Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan.
Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process.
Develop 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.
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.
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.
Set goals for all team members.
Lead and enable sales team for driving effective sales.
Conduct quarterly discussions with all team members.
Create development plans for all team members.
Complete year-end evaluation for all team members.
Share field visit reports with individual team members after each visit.
Ensure self and team cadence to franchise processes like TVA reporting, procedure updates, timely HCC closure, Sample utilization report submission and Axonify participation.
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.
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.

FAQs

What is the primary responsibility of the Regional Sales Manager at Johnson & Johnson MedTech India?

The primary responsibility of the Regional Sales Manager is to lead a group of individual contributors to achieve/exceed sales targets for the EES Franchise within a designated territory, while building long-term positive customer relationships and ensuring alignment with company policies and goals.

What qualifications are required for this position?

Candidates should be graduates, with a management degree considered an added advantage. Ideally, they should have 8+ years of experience in MedTech or Specialized Pharma, with 1-2 years of on-roll people management experience preferred.

Is experience in government accounts necessary for this role?

Yes, experience with government accounts and medical colleges is preferred for this position.

What does territory management involve for this role?

Territory management involves conducting SWOT analysis, developing and implementing sales strategies, setting sales objectives, participating in tenders, pursuing contract opportunities, and maintaining market share.

How does the Regional Sales Manager engage with customers?

The Regional Sales Manager is responsible for developing and maintaining strong relationships with customers at all levels, and they engage with key opinion leaders to enable new procedure adoption and address professional education needs.

What kind of support can the Regional Sales Manager expect from the organization?

The Regional Sales Manager will have access to a broad range of internal resources, support for sales processes, and a structured environment to develop and lead their sales team effectively.

How are performance evaluations conducted for team members?

Performance evaluations are conducted through quarterly discussions, the creation of individual development plans, and year-end evaluations for all team members.

What are the expectations in terms of ethical conduct for this role?

The Regional Sales Manager is expected to maintain a responsible and ethical approach in all business activities, adhering to the values expressed in the J&J Credo and establishing relationships with customers based on high ethical standards.

What kind of training or development opportunities are available for this position?

The organization encourages participation in nominated training programs, self-learning strategies, and the application of new learning on the job to improve job performance.

What aspects of expense management are the Regional Sales Manager responsible for?

The Regional Sales Manager is responsible for judiciously managing operating expenses, seeking prior approval for budget variations, and ensuring compliance with sample issue and coordination guidelines.

Johnson & Johnson

Hospitals and Health Care

Science & Healthcare

Industry

10,001+

Employees

Mission & Purpose

Profound Change Requires Boldness. Johnson & Johnson is the largest and most diversified healthcare products company in the world. We’re producing life-changing breakthroughs every day, and have been for the last 130 years. The combination of new technologies and your expertise enables amazing things to happen. Those working in medical devices are 3-D printing artificial joints personalized for each patient, while researchers in pharmaceuticals use AI to discover lifesaving drugs. Imagine what the rest of our team of 134,000 people at 260 companies in more than 60 countries across the world is accomplishing. We redefine what it means to be a big company in today’s world.