Regional Sales Manager

Johnson & Johnson

Jan 12, 2025

Applications are closed

Job
Full-time
Senior & Expert Level
Customer Relations
Sales & Business Development
Kolkata

Requirements

Post-graduation degree or diploma in Business Management preferably from premier B-School.
Minimum of 7-10 years of proven experience in sales.
Experience of Medical Devices is Mandatory.

Responsibilities

Deliver the assigned Business plan for the Region - Achieve Monthly / Qtrl'y / Annual Business Plan.
Understand customers' needs and market potential, and set direction, strategies and plans to expand the market and realize market potential
Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements
Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities
Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments
Meet the AR / DSO target and manage account receivables as per the company policy.
The role would also entail relevant knowledge of government protocols pertaining to tendering and thorough understanding of government initiatives such as PMJAY, GeM etc.
In-depth understanding of current and future customers' needs and translate them into sales opportunities
Advise the expansion of new accounts and account conversion
Work in the field with each supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services
Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and 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
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
Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth
Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans
Have expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the 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
Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction
Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty
Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services
Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction
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 solid 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 support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization
Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team
Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
Run the appropriate utilization of resources and equipment
Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives
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
Ensure team consists of an appropriate mix of skills and abilities to optimize team performance
Ensure an appropriate succession plan is in place
Develop strong teamwork, and cooperation in the team and with other functions through effective leadership
Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues
Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment
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
Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees and chart of development actions
CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans
Disseminate, clarify, and explain company information and review business status with team
Drive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the organization
Communicate to the sales team, their individual responsibility towards the CREDO
Manage business within ethics and values expressed in Credo while actively pursuing business outcome
Relationship with customers based on high ethical standards

FAQs

What is the primary focus of the Regional Sales Manager role?

The primary focus is to drive business in the assigned region for the franchise, ensuring alignment with company policies and goals while developing customer-centric strategies.

What product portfolio will the Regional Sales Manager be responsible for?

The Regional Sales Manager will be responsible for managing the DePuy Trauma and Power Tools portfolio, which includes DePuy Synthes Trauma Implants, Instruments, and Power Tools.

Who are the main customers for this position?

The main customers include Corporate Hospitals, Private Standalone Hospitals, Government Medical Colleges, and Hospitals & Nursing Homes/Small Hospitals.

What kind of experience is required for this role?

A minimum of 7-10 years of proven experience in sales is required, with experience in Medical Devices being mandatory.

What is expected in terms of territory management?

The Regional Sales Manager is expected to have an in-depth understanding of customer needs, advise on the expansion of new accounts, and analyze competitive market environments to optimize sales opportunities.

How will the Regional Sales Manager ensure customer satisfaction?

The manager will develop and maintain strong customer relationships, seek feedback to improve performance, and implement strategies to increase customer confidence and loyalty.

What ethical standards must the sales team adhere to?

The sales team must manage business operations within the ethical and value standards expressed in the CREDO, ensuring high ethical standards in customer relationships.

What qualifications are necessary for this position?

A post-graduate degree or diploma in Business Management from a premier B-School is preferred.

How often will performance evaluations take place?

Semi-annual performance evaluations of supervisors will be conducted to identify areas for improvement and development.

What leadership qualities are needed for the Regional Sales Manager?

Effective leadership skills are required to motivate, coach, and develop the sales team while ensuring strong teamwork and cooperation across functions.

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.