Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments. J&J Medical India (JJMI) is the market leader in the Medical Company Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients and nurses. It comprises of multiple Franchises (Strategic business units) providing healthcare solutions across Orthopaedics, Infection Prevention, Wound Management, Women’s health, minimally invasive surgery, Circulatory disease management.
Post : Manager - Institution Business
Job Description
Role Overview: Responsible for building relationship with customers (Health Care Professionals and Retailers) for developing the business in the region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. The position is a strategic position which involves identifying and developing public market business for One Touch in India. This position also has some component of individual contributor. The incumbent will be responsible for contributing to registration and driving sales of J&J products in institutions, raising demand for One Touch products, registration of new products and timely payments for supplies, through his team. He shall also be responsible for the high-level stake holder management in Identified accounts. This will involve developing new businesses, expanding into new territories and establishing new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge for the products responsible, Strong knowledge of key activities and HCPs, a good understanding of other J&J products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Through effective leadership, inspires 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 Medical as a preferred supplier. Part of India LifeScan sales leadership team.
Key Activities
• Sell Lifescan products in designated area
• Understand customers’ needs and market potential, and set direction, strategies and plans to expand market and realise market potential
• Lead negotiations optimizing contractual opportunities which cement long-term supply arrangements.
• Analyse sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximise sales opportunities
• Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for product.
Sales Turnover
• Sell LifeScan products within the specified accounts
• Make significant contribution to the development of the Franchise business plan
• 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.
• Lead in organizing trade displays and Conferences when required.
Account Management
• Align with account to take category leadership position for Sales Turnover
• Sell LifeScan products within the specified accounts
• Creates strategy to make aggressive entry and drive sales numbers and business for all the company brands in Govt./ Semi Govt. institutions across assigned region
• Contributes to registration in Institutions like Central Govt. (Ministry of Defense and Ministry of Health and Family Welfare), State Govt., Semi Govt. Public Sector Undertakings and Railways
• Responsible for timely participation in tenders resulting in revenue generation and identification as well as appointment of Potential Institutional Distributors
• Make significant contribution to the development of the Franchise business plan
• 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.
Customer Satisfaction
• Develop and maintain strong relationships with all levels of customers to achieve high levels of customer satisfaction
• Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes
• Direct 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 value-added services
• Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve performance
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction
• Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties
Internal Business Process
• Manage 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 team
• Use internal resources and own working knowledge of supply chain processes and principles of Health Economics as a basis for identifying opportunities for service innovation
• Work with/involve appropriate functions when developing sales incentives programs
• Judiciously manage operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Monitor inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
Self-Development
• 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
Candidate Profile
• B. Sc./ B. Pharm (Post-Graduation in Management preferred)
• At least 12-15 years of experience in Medical devices / Pharmaceutical Sales including 7-8 years of experience in Institution Sales. 2-5 Years in people manager role.
• Complete understanding of the buying process in all buckets of Public Market, especially state govt. and PPP. Knowledge of various regulatory and other departments which can impact public market.
Additional Information
Experience : 7-15 years
Qualification : B. Sc./ B. Pharm
Location : Maharashtra-Greater Mumbai
Industry Type : Pharma
Functional Area : Sales Administration
End Date : 10th October, 2018
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