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.com
Job Function:
MedTech Sales
Job Sub Function:
Capital Sales -- MedTech (Commission)
Job Category:
Professional
All Job Posting Locations:
Mumbai, India
Job Description:
J&J MedTech India (JJMI) is Ithe 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 Vision Care, Orthopedics, Wound Management, Women’s health, minimally invasive surgery and Circulatory disease management.
Position Title: Sales Manager- (Govt. Business) (AESS)
Department Name / Franchise: EES
Sector: MedTech
Position Location: Mumbai/Delhi
Reports to (Title): Govt. Business Head- One Ethicon
Role Overview: Government Business Lead, will be responsible for creation, execution and oversight of platforms, leading and driving Government Business Sales to improve revenue generation, profitability through market share expansion to meet customer satisfaction in Government sector. Works with Business Unit at various levels to implement Govt. strategies with strong focus on execution and capability building for Government Channel of the franchise in a manner, consistent with the CREDO, company policy and goals. Has expert knowledge of the Govt. policies, products responsible, and a good understanding of the other J&J products and service offerings with strong mindset to have focus and develop newer Govt. Business Opportunities. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. can plan, assign work, motivate and coach the team while assuming responsibility for results of the team.
Illustrative Responsibilities:
Business Financial Results
Retaining and developing more share gain opportunities in existing government accounts.
Creating new business opportunities through GEM portal leveraging internal capabilities across functions and region
Planning & implementing the various strategies for business development in government business in mid to long term perspectives.
Preparation and sharing of Monthly progress Dashboard on Key Priorities to Leadership team
Leadership in directly owning to top 25-30 Key Customers of the country
Strengthening dealer networks reducing overdue, increasing cash flow, improving AR and EMD control.
Deliver the assigned Business plan for the Business Unit – 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
Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments
Implement compliant process on consumption of the supplied stocks in major tenders
The role would also entail capability building of the franchise with relevant knowledge of government protocols pertaining to tendering and other initiatives such as PMJAY, GeM,QBP etc.
Manage Inventory SLOB in alignment with the franchise Goal
Professional Education and Customer relationship
Develop and maintain strong relationships with all levels of customers
Develop key opinion leaders in the region and make engagement plan with them.
Enable adoption of newer tools of the procurement in the franchise using relevant training intervention
Proactively identify Professional Education needs to develop the awareness level among customers
Product and Market knowledge
Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users
Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses
Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
Share competitive information and suggestions for countering competitors with BU/Colleagues
Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings
Process Management
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
Effectively apply new learning on the job
Corporate Ethics
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
Qualifications:
Science graduate. Management degree will be an added advantage
Preferably 5+ years’ experience in Healthcare and that too in Govt. channel
2-3 years of people management experience preferred
Ethicon background would be preferred
Medical Device experience is required
Healthcare industry knowledge is required
20% overnight travel may be required
Prior experience influencing surgical stakeholder is preferred
Demonstrated clinical and anatomical knowledge of surgical procedures is preferred
Strategic thinking, sound business acumen, and creative problem solving is required
Ability to deliver customer-defined business solutions is required
Ability to communicate complex technology to a non-technical audience is required
The ability to influence and actively communicate across a highly-matrixed organization is required
Required Skills:
Preferred Skills:
Brand Positioning Strategy, Communication, Competitive Landscape Analysis, Compliance Management, Customer Centricity, Customer Experience Management, Incentive Policy, Procedures, and Quotas, Industry Analysis, Market Opportunity Assessment, Problem Solving, Profit and Loss (P&L) Management, Project Management, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection
