Territory Account Manager

This job is with Johnson & Johnson, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

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 :

Business Enablement / Support

All Job Posting Locations :

Delhi, Delhi, India

Job Description :

District Account Manager - Trauma Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.

Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.

Caring for the world, one person at a time has inspired 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, our more than 130,000 employees across the world are blending heart, science and ingenuity to profoundly change the trajectory of health for humanity.

At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale and experience to reimagine the way healthcare is delivered and help people live longer, healthier lives.

In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, orthopaedics, vision and interventional solutions with the big ideas of others to design and deliver physician and patient-centric products and solutions.

As pioneers in medical devices, we continually focus on elevating the standard of care-working to expand patient access, improve outcomes, reduce health system costs and drive value. We create people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly.

Job Description : Johnson & Johnson Medical Devices is recruiting for District Account Manager role, located in Delhi

Role Overview : The role will be responsible for Sales of Trauma Implants and Power Systems in Key accounts. 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 developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.

Key Responsibilities : Sales Turnover

Sell franchise products / implants within a territory

Sell Equipment / Machine and close their Comprehensive Annual Maintenance Contracts (CAMC)

Work closely with Biomedical teams, Purchase Department of Hospitals to generate demand and negotiate and close deals for Power Systems

Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives

Analyse sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions

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

Attend call from surgeons for daily implant requirements; understand fracture specific implant need and recommend solutions as product consultant to the surgeon

Identify tender / contract opportunities and work with colleagues to deliver

With guidance, develop an effective and efficient territory plan

Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

Demonstrate Product in one-to-one call and take surgeons through Technical guide for the product

Customer In-service Education & Training Work with manager to identify customer in-service needs to support use of products efficiently and effectively

Develop and maintain strong relationships with all levels of customers - CSSD team, OT In-charge and Biomedical person

With assistance, co-ordinate and deliver in-services education sessions

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

Handle Key account consigned inventory and maintenance of consigned instruments

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 competition 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

Maintain stock count of distributor and regular replenishment of stock to ensure 100% completeness of stock for surgeries

Maintain effectiveness of instruments and regularly initiate replacement of damaged instruments

Ensure distributor health is as per agreed guidelines

Expense, Equipment and Samples Judiciously handle 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

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 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

Education : Science graduate preferred

You will have minimum of 6-8 years of experience in Medical Devices Selling

Experience and Skills : You will have experience in managing HCP KOLs

Your experience in Trauma will be preferred

Other : Should be proficient in Hindi / language of the state and English

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 your real passion for caring in an environment that empowers you to drive your own career.

We are an equal opportunity employer and 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.

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.

Please note : We already have an identified candidate for this role.

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