Territory Account Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Channel Sales – MedTech (Commission)

Job Category:

Business Enablement/Support

All Job Posting Locations:

Kolkata, West Bengal, India, Ranchi, Jharkhand, India

Job Description:

Key Accounts Manager - Ranchi

Responsible for covering all the targeted customers of the territory assigned to him. Do proper profiling of all targeted customers. Do customer wise product selection and Promote the products targeted for specific customers. Execute and implement all strategies successfully initiated by marketing in coordination with Area Manager. Generate Revenue to meet the business Plan. planning & organizing field working pattern, building relationship with internal & external customers (Doctors/ KOL’s / Distributors / peers/superiors), developing new customers, monitoring competitor activities, keeping track of the daily working, keeping track of customer usage pattern and maintaining records. Handling customer complaints and working towards absolute customer delight. He will also track IOL/OVD/Phaco market-share in the assigned territory/state and keep track of competition actions – to proactively ensure market leadership in the state/ territory assigned. He will be closely supporting Area Manager to develop and strengthen relationship with some of the Key Opinion Leaders of his assigned state/territory.

Close coordination with Area Manager and Product Specialists for data management & sharing ideas & views for improving efficiency in field & full utilization of resources available..

The below statement is applicable to all position descriptions

Adheres to environmental policy, procedures, and supports department environmental objectives.

ESSENTIAL FUNCTIONS / RESPONSIBILITIES

Proper Customer Coverage with Product promotion

Achieving Sales Target:

Ensuring achievement of Annual Sales Targets

Ensuring the achievement of right product mix on quarterly basis.

Ensuring 100 % Sales achievement on monthly & quarterly basis.

Sustainable Market Expansion - IOL / RIOL/OVD:

Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 cold

calls.

Develop minimum 10 new customers who are currently using non imported

foldable IOLs in a year.

Develop minimum 5 competitor customers to AMO fold with minimum sales of

INR 5 Lacs each per annum

Upgrading minimum 10 existing AMO users to Premium products.

Should attend OTs regularly to understand customer needs, ensuring

customer’s delight.

Sustainable Market Expansion – Equipments:

Demos to be done on regular basis in consultation with RM and PS.

Demo to Sales Closure i.e. % success rate of Demos – at least 25%.

Effective bundling deals – to be honored as per MOU.

Ensuring AR control of Equipment deal. preferably no outstanding in the market.

Development:

Developing Sound Product Knowledge; to be evaluated on marks scored in

Assessments & observation during joint field working.

Sharing territory development plans; conducting scientific programs regularly - CME/round table meetings

Should conduct at least 1 Patient councilors training a month

Clear and Transparent in communication.

Continuously observe opportunities to develop AMO business and discuss with RM

and PS.

Reporting & Coordination:

Maintaining field reporting discipline and timely submission of:

Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, Phaco Funnel

Appropriate coordination with Sales & Marketing and support functions for day to

day and other jobs to be done.

Data Recording & Analysis:

Keeping update on competitor product feedback – product pricing & product

range, marketing strategy and market activity feedback.

Keeping record of AMO secondary / tertiary sales in the market. Working

closely along with distributors to ensure adequate stock availability and

providing hassle free services to the customers.

Keeping record of AMO installation base.

QUALIFICATIONS

Minimum education required for competent performance:

Graduate in any discipline (preferably in science) Master degree in Business/ marketing is preferable.

Minimum experience (number of month/years and type of work experience beyond formal education) required for competent performance:

Minimum 5 years of experience: 5-6 years working experience in sales with at least 3-4 years of experience in medical device/ healthcare/ ophthalmology industry

 

 

Required Skills:

 

 

Preferred Skills:

Accountability, Account Management, Business Savvy, Channel Management, Channel Partner Enablement, Collaboration, Customer Centricity, Customer Relationship Management (CRM), Design Mindset, Market Knowledge, Medical Technology, Process Oriented, Product Knowledge, Product Marketing Sales, Sales Channels, Sales Support, Sustainable Procurement, Vendor Selection, Versatility