AREA SALES MANAGER

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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.
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Position Title.
Area Sales Manager - Biosurgery Role Type.
People Manager Department Name / Franchise.
Ethicon Wound Closure and Biosurgery Sector.
MD Position Location.
Bangalore Reports to (Title).
Sr.
Business Manager - Biosurgery Job Description.
Johnson & Johnson Medical Devices is recruiting for Area Sales Manager - Biosurgery, located in Bangalore Role Overview.
The role will be responsible for Selling Biosurgery range of Hemostatic products in assigned territory.
He / She would also be responsible for establishing Biosurgery portfolio of Products as the preferred choice of adjunctive hemostats in Assigned territory by highlighting Importance of bleeding management, quality, and clinical advantage.
The work will involve close coordination with larger team of account managers & supervisors in the assigned territory.
The role also involves management of existing KOLs and active inclusion of new KOLs to shape the hemostat market and thereby increasing the access, adoption, and affinity to Biosurgery portfolio products.
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 competitive developments in the marketplace.
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 within a territory.
Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
Analyze 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 Active OR presence in specialty /procedure of strategic importance.
Effectively drive marketing campaigns in close coordination with larger sales team.
Identify tender/contract opportunities and work with colleagues to deliver With guidance, develop an effective and efficient territory plan Work with retailers and ensure that they are brand ambassadors for our products Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions Customer In-service Education & Training Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively Develop and maintain strong relationships with all levels of customers With assistance, co-ordinate and deliver in-services education sessions Advise marketing on customer's in-service education resource needs 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 Provide customer support on inventory, within company guideline People Management Ensure team consists of a diverse mix of skills and abilities to optimize team performance Ensure an appropriate succession plan is in place; ensure we have an adequate supply of talent 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 Investigate and resolve issues which could result into employee turnover 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 supervisors; identify areas for improvement based on clearly identified needs of each supervisor Introduce 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 supplement standard classroom training 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 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 Drive Procedure/ Product Knowledge, working with Marketing in respective region Drive Differentiated activities in the territory/region Develop understanding of competitive products, their features-advantages-benefits Gather information on current practices, behaviors, and attitudes.
Vigilantly obtain usage data of all trained surgeons and monitor adoption 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 learnings 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 Qualifications Education.
-- Graduate Degree, preferable in Sciences Minimum of 5-12 years of experience in Medtech Biosurgery required