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:
Clinical Sales – Hospital/Hospital Systems (Commission)
Job Category:
Professional
All Job Posting Locations:
Mumbai, India
Job Description:
Caring for the world, one person at a time has encouraged and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products, and services to advance the health and well-being of people. Every day, more than 130,000 employees across the world are blending heart, science, and ingenuity to profoundly change the trajectory of health for humanity.
J&J MedTech India 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 Vision Care, Orthopedics, Wound Management, Minimally invasive surgery, Circulatory disease management.
Position Title: Dualto National Lead
Role Type: People Manager
Department Name / Franchise: AESS / Surgery
Sector: MedTech
Position Location: Mumbai
Reports to (Title): Associate Sales Director
Role Overview:
Responsible for establishing relationships with customers and for developing the business in a region for the franchise, in a manner consistent with CREDO, company policy and goals and in line with franchise direction. This involves developing new businesses, growing into new territories, and establishing a new dealer network for both sales and service. Develop and implement sales strategies and objectives. National Lead should have in-depth knowledge of establishing and selling capital equipment and a good understanding of other J&J products and service offerings. Has insights into customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, directs, motivates, coaches and develops the team to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J MedTech as a preferred supplier.
Business Overview: Responsible for handling Pan India business for Dualto
Product Overview: Dualto, Total Energy System, contains basic, advanced and ultrasonic Energy technology to meet surgical spectrum.
Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical Colleges, Government Hospitals. Small Hospitals.
Key Responsibilities:
Business Financial Results
Deliver the assigned Business plan Dualto – Achieve Monthly / Quarterly / Annual Business Plan and track key metrices
Understand market potential, and set direction, strategies and plans to expand the market and realize market potential for Dualto Energy System
Establish a monitoring system to ensure delivery of sales plan on volume, price and value objectives for products
Identify and direct action on tender opportunities through cooperation with appropriate departments
In-depth understanding of current and future customers’ needs and translate them into sales opportunities
Guide in expansion of new accounts and account conversion
Work in the field with each Dualto Specialist & Sales team to achieve effective coverage of key accounts, maintain a high level of customer rapport and reinforce our commitment to superior customer services
Drive market environment based on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer preferences for competitive products and services
Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health
Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from the team and related sales/marketing groups
Develop a sales plan for each specialist from the marketing plan; set realistic attainable sales objectives by account and product groups
Coach specialists/individual contributors to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth
Conduct regular account reviews with the team as a basis for challenging and improving both short- and long-term strategies and action plans
Demonstrates expert knowledge of the sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process
Demonstrates ability to sell in-surgery to keep up to date on our customer needs and market trends
Negotiations and Capital Selling Skills + Capabilities
Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements
Building relationships with critical influencers and decisions makers on NCS side
Building Capability & Capacity enhancement for Capital Selling
Strategic Planning
Guide to the expansion of new accounts and geographies
Drive market environment based on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer preferences for competitive products and services
Strong grasp of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of plans
Coaching and leading through influence
Lead, Manage and Coach Dualto Specialists to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth
Demonstrates expert knowledge of sales process and capital selling skills to make an effective sales call, to guide others and to improve the current selling process
Develop strong teamwork and cooperation with sales teams as well as other functions through effective leadership
Ensure team consists of a diverse mix of skills and abilities to optimize team performance
Develop strong teamwork and cooperation with other functions through effective leadership
Empowers team to build confidence in dealing with customers’ issues; establish clearly defined boundaries for resolving issues
Use effective interviewing and hiring skills to ensure high caliber recruitment
Ensure compliance with the performance management process for both self and team; conduct a semi-annual performance evaluation of all specialists; identify areas for improvement based on clearly identified needs of each specialists
Introducing individual development plans for each team member both as an outcome from performance reviews and for new employees
Develop and implement training and development plans to address areas needing improvement
Conduct monthly training /field coaching to empower team to become more effective with customers
CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans
Conduct monthly meetings with the sales team to disseminate, clarify, and explain company information and review business status
Customer Satisfaction
Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction
Research and identify key customer's critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes
Advise 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 valuable services
Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise 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 the sales team when dealing with product or service difficulties
Internal Business Processes
Lead 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 groups
Use internal resources and our own strong understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation
Provide relevant information to marketing and other functions to contribute and to support effective decision making and actions across the organization
Work with/involve appropriate functions when developing sales incentives programs
Prepare and submit territory budget, including selling & promotional expenses. Seek prior approval for budget variations
Judiciously handle operating expenses, (transportation, A&P, travel) while ensuring sustainable productivity
Develop/implement a distribution network for assigned territory
SFE Implementation and Analysis
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
Communicate to the sales team, their individual responsibility towards CREDO
Participate in the company's Credo programs
Manage business within ethics and values expressed in Credo while actively
pursuing business outcome
Relationship with customers based on high ethical standards
Communicate with Product Specialists and implement company policy and procedures on health and safety
Qualifications:
Bachelor’s degree in engineering or science with post-graduate degree or diploma in Business Management from premier B-School preferred
Minimum of 10 years of proven experience in sales
4 years of demonstrated ability in people manager role would be preferred
Preferred people from Capital selling experience in healthcare and Medical Devices
Are you ready to impact the world?
Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share their real passion for caring in an environment that empowers you to drive your own career.
This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job are an equal opportunity, employer value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status
We will ensure that individuals with disabilities are provided with reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Required Skills:
Preferred Skills:
Advertising, Business Development, Customer Training, Hospital Operations, Innovation, Market Savvy, Medicines and Device Development and Regulation, Negotiation, Pricing Strategies, Process Improvements, Relationship Building, Representing, Sales, Sales Training, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection
