Regional Sales Manager – Ahmedabad

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 https://www.jnj.comJob Function: MedTech SalesJob Sub Function: Clinical Sales – Hospital/Hospital Systems (Commission)Job Category: People LeaderAll Job Posting Locations: Ahmedabad, Gujarat, IndiaJob 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. This may 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, Positive relationships with HCPs, a good understanding of other J&J products and service offerings. Understands & empathizes with customer’s needs and maintains sharp competitive knowledge and market trends. Through effective leadership, inspires leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works to develop long-term positive customer relationships to achieve customer delight and build loyalty and confidence in J&J Medical as a preferred supplier.Illustrative Responsibilities:Sell franchise products within the region – to both Corporate , Trade & Government accountsUnderstand customers’ needs and market potential, to set direction, strategies and plans to expand market and realise market potentialLead negotiations optimising contractual opportunities which cement long-term supply arrangements, including Govt. TendersAnalyse sales reports to proactively find opportunities and at risk, re-prioritize resources to maximise sales opportunitiesEstablish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for productsLead MDAs and Professional Education programs with HCPs for the regionRegion ManagementIn-depth understanding of current and future customers needs and translate them into sales opportunities with the help of the teamDirect coverage expansion and conversion.Work in the field with each team member to achieve effective coverage of key accounts; maintain high level of customer rapport and reinforce company’s commitment to superior customer servicesAnalyze competitive market environment based on insights of competitor’s structure, culture, personnel, distribution, capabilities and weaknesses, as well as detailed knowledge of customer’s support and preferences for competitive products and servicesBased on customers short and long term needs, competitive threats/environment, and present/extrapolated market trends, conduct SWOT analysis for the respective territoryBased on results of SWOT analysis, set direction, 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 groupsDevelop a sales plan for each territory; set realistic attainable sales objectives by customer and product groups, and by monthly/quarterly/annual targetsHas expert knowledge of sales process and expert selling skills to make effective sales call, to teach others and to improve current selling processKeen understanding of internal organization (J&J) resources, priorities and needs, relating to the business operations and achievement of sales planAdministrative responsibilities like HCC, A&SP and other activities with help of branch assistant.Customer SatisfactionDevelop and maintain positive relationships with all levels of customersResearch and identify key customer’s critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomesCraft innovative customer support services/tender arrangements including E-initiatives and efficient use of company servicesSet up appropriate systems, e.g., regular meetings with customers to acquire their feedback and gauge customer perceptions, and use feedback to improve performanceEnsure compliance with the “Customer Complaints Procedure”; customer issues/ complaints are attended to promptly and professionally to customer’s satisfactionEnsure appropriate problem solving strategies are used by sales team when dealing with product or service difficultiesInternal Business ProcessHandle internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as neededOptimise sales results through close alignment and cooperation with Franchise Marketing teamUse internal resources and own understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovationWork with/involve appropriate functions when developing sales incentives programsEfficiently handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring balanced efficiencySupervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectivesSelf-DevelopmentIdentify specific actions to improve job performance in specific areasParticipate in nominated training programsActive self-learning strategies to maintain knowledgeFocused effort to achieve high levels of performance in knowledge tests and proficiency assessments related to trainingDevelops talent & team by identifying their development areas, providing timely feedback and guiding their progress and promotes diversity.Qualifications (You may edit this as per the requirement)B School MBA with 3-5 years of experience.Should have experience in Government tenders and contracts. Should have handled either autonomous and corporation Government business with understanding of GEMExposure to Trade/retail markets and corporate accounts as well.2-3 years in people manager role is preferred.