Dualto National Lead

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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 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