Job for Regional Account Manager at Johnson & Johnson

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Johnson & Johnson is the world’s most comprehensive and broadly based manufacturer of health care products. The organization is comprised of more than 250 operating companies with over 120,000 employees located in some 60 countries. With Global sales of USD 81.6 billion in 2018, Johnson & Johnson is recognized as one of the most admired and respected companies in the world.

Post : Regional Account Manager

Job Description
Role Overview: 
Achieves/exceeds sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals.  The Individual Contributor is responsible for closing the sale and positively impacting customer's satisfaction.  Has thorough knowledge of the products responsible, and maintains a good understanding of customers’ needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.

Illustrative Responsibilities:
Sales Turnover
• Sell franchise products within a territory
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
• Analyse sales reports to identify opportunities, recognize routine problems; analyze causes and recommend solution
• Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals
• Participate in Trade Displays and Conference when required
Territory Management
• Develop understanding of customer needs to identify sales opportunities
• Identify tender/contract opportunities and work with colleagues to deliver
• With guidance, develop an effective and efficient territory plan
• Work with retailers and ensure that they are brand ambassadors for our products
• Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions
Customer In-service Education & Training
• Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
• Develop and maintain strong relationships with all levels of customers
• With assistance, co-ordinate and deliver in-services education sessions
• Advise marketing on customer's in-service education resource needs

Key Account Management
• With guidance, prepare a plan to optimize key account development and sales growth
• Identify and document key customers and decision makers
• Be aware of Key Account strategies for growth
• Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
• Provide customer support on inventory, within company guideline
Product & Market Knowledge
• Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users
• Able to demonstrate application/usage of products and differentiate them from competitor's products
• Develop understanding of competitive products, their features-advantages-benefits
• Gather information on current practices, behaviors and attitudes
• Vigilantly obtain usage data of all trained surgeons and monitor adoption

Distribution Management
• Develop/implement distribution network for assigned territory
• Ensure distributor health is as per agreed guidelines
Expense, Equipment and Samples
• Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Seek prior approval for budget variations
• Work within 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

• 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 and Governance
• 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

Candidate Profile
• Science Graduates + MBA from Tier 1 or 2 Preferred
• Need 4-5 years of sales experience in B2B industry.
• Candidates with B2B / B2C healthcare sales experience preferred.

Additional Information
Qualification :
Science Graduates + MBA
Location : West Bengal-Kolkata
Industry Type : Pharma/ Healthcare/ Clinical research
Functional Area : Selling MD&D
End Date : 25th May, 2019


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