Are you an accountant and gained experience in it. Then, Johnson & Johnson is looking for you for the post of Territory Account Manager.
About Company
Johnson & Johnson, the world’s largest and most diverse healthcare company, is dedicated to producing groundbreaking advancements in healthcare on a daily basis for the past 130 years. By combining innovative technologies with expert knowledge, J&J teams are able to create digital tools to monitor skin health in the consumer business, develop 3-D printed personalized artificial joints in medical devices, and utilize AI to discover life-saving drugs in pharmaceuticals. With a global team of 134,000 individuals across 260 companies in over 60 countries, the possibilities are endless. J&J is redefining the role of large companies in the modern world.
Johnson & Johnson Medical Devices – Territory Account Manager role : Highlights
| Particulars | Details |
| Organization | Johnson & Johnson |
| Profile | Territory Account Manager |
| Qualifications | Science Graduates preferred |
| Experience | Minimum of 2-4 years of experience in Medical Devices Selling |
| Language | Should be proficient in Hindi / language of the state and English |
| Location | Indore, Madhya Pradesh, India |
Job Summary
This position involves overseeing the sales of Trauma Implants and Power Systems in key accounts. The successful candidate must meet or exceed sales targets for the Franchise in their assigned territory, while adhering to the company’s policy, goals, and CREDO principles. As an Individual Contributor, the person will be responsible for finalizing the sale and ensuring that the customer is satisfied. The ideal candidate should possess extensive knowledge of the products they are responsible for and remain up-to-date with market trends and customer needs. The role entails developing positive long-term relationships with customers, which will foster loyalty and confidence in J&J Medical as a leading supplier.
Primary Job Responsibilities:
Sales Turnover:
- Sell franchise products/implants within a designated territory.
- Sell equipment/machines and close Comprehensive Annual Maintenance Contracts (CAMC).
- Work closely with biomedical teams and purchase departments of hospitals to generate demand, negotiate and close deals for power systems.
- Provide weekly and monthly sales action plans to the manager, reflecting the required activities in each account to achieve sales objectives.
- Analyze sales reports to find opportunities, recognize routine problems, analyze causes and recommend solutions.
- Negotiate and close sales in routine situations and handle more complex deals with guidance.
- Participate in trade displays and conferences when required.
Territory Management:
- Develop an understanding of customer needs to identify sales opportunities.
- Attend calls from surgeons for daily implant requirements, understand fracture-specific implant needs and recommend solutions as a product consultant to the surgeon.
- Identify tender/contract opportunities and work with colleagues to deliver.
- Develop an effective and efficient territory plan with guidance.
- Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, and one-to-many training sessions.
- Demonstrate the product in one-to-one calls and take surgeons through the technical guide for the product.
Customer In-Service Education & Training:
- Work with the manager to identify customer in-service needs to support the efficient and effective use of products.
- Develop and maintain strong relationships with all levels of customers, including the CSSD team, OT In-charge, and Biomedical person.
- Co-ordinate and deliver in-service education sessions with assistance.
Key Account Management:
- Prepare a plan to optimize key account development and sales growth with guidance.
- 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.
- Manage Key account consigned inventory and maintenance of consigned instruments.
- Provide customer support on inventory, within company guidelines.
Product & Market Knowledge:
- Develop an understanding and continually enhance personal understanding of product features, benefits, correct product application and usage, anatomy, physiology, and medical procedure knowledge through practical experience, training programs, and learning from key end-users.
- Demonstrate application/usage of products and differentiate them from competitor’s products.
- Develop an understanding of competitive products, their features-advantages-benefits.
- Gather information on current practices, behaviors, and attitudes.
- Obtain usage data of all trained surgeons and monitor adoption.
Distribution Management:
- Develop/implement a distribution network for the assigned territory.
- Maintain stock count of distributors and regularly replenish 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 manage accounts receivable, 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.
- Focus on achieving 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 the Credo.
- Maintain a relationship with customers based on high ethical standards.
Job Qualifications
Education
- Science graduate preferred
- You will have minimum of 2-4 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
Job Location
Indore, Madhya Pradesh
