General Sales Manager - VELYS

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 jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Surgeons (Commission)

Job Category:

People Leader

All Job Posting Locations:

Mumbai, India

Job Description:

Job Description

General Sales Manager- West + South

Have high level of customer centricity for driving the business in a region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, growing into new territories, and establishing a new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products (capital equipment and consumables) responsible, and a good understanding of other J&J products and service offerings. Has in-depth knowledge of customer's needs and sharpened driven knowledge and market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, 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 Managing VELYS

 

Product Overview – VELYS

 

Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, and Hospitals & Nursing homes / Small Hospitals.

 

Illustrative Responsibilities:

 

Business Financial Results

• Deliver the assigned Business plan for the Region – Achieve Monthly / Qtrl’y / Annual Business Plan.
• Understand customers’ needs and market potential, and set direction, strategies and plans to expand the market and realize market potential
• Lead senior-level negotiations optimizing contractual opportunities which cement long-term supply arrangements
• Analyze sales reports to proactively seek opportunities and at-risk, re-prioritize resources to maximize sales opportunities
• Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
• Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments
• Meet the AR / DSO target and manage account receivables as per the company policy.
• Meeting the number of installations of VELYS and other digital surgery products as per target
• Increase utilization of the existing VELYS accounts, make sure all the PPU accounts are meeting the targets
• Upgrade existing accounts with Uni and VHN
• Create a lead generation process and keep the funnel healthy

 

 

Territory Management

·       In-depth understanding of current and future customers’ needs and translate them into sales opportunities

·       Advise the expansion of new accounts and account conversion

o   Work in the field with each supervisor to achieve effective coverage of key accounts; maintain a high level of customer rapport and reinforce the company's commitment to superior customer services

o   Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and preferences for competitive products and services

o   Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets

o   Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth

o   Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans

o   Have expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the current selling process

o   Sell in-surgery to keep up to date on our customer needs and market trends

o   In-depth understanding of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of sales plan

 

Customer Satisfaction

•         Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction

•         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

•         Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

 

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 own solid 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 support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization

•         Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team

•         Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity

•         Run the appropriate utilization of resources and equipment

•         Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements

•         Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives

•         Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives

•         Develop/implement a distribution network for assigned territory

 

People Management

•         Ensure team consists of an appropriate mix of skills and abilities to optimize team performance

•         Ensure an appropriate succession plan is in place

•         Develop strong teamwork, and cooperation in the team and with other functions through effective leadership

•         Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues

•         Use effective interviewing and hiring skills (eg. Targeted Selection) 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 and chart of development actions

•         CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans

•         Disseminate, clarify, and explain company information and review business status with team

•         Drive new capabilities such as Capital selling, digital solutions, tech. adoption etc. within the org

 

Corporate Ethics

o   Communicate to the sales team, their individual responsibility towards the CREDO

o   Manage business within ethics and values expressed in Credo while actively pursuing business outcome

o   Relationship with customers based on high ethical standards

 

Qualifications - External

Qualifications:

•         Post-graduation degree or diploma in Business Management preferably from premier B-School.

•         8-10 years of proven experience in sales.

•         Experience of MedTech is mandatory preferably Orthopaedics

 

 

 

 

 

Required Skills:

 

 

Preferred Skills:

Business Development, Customer Centricity, Developing Others, Healthcare Trends, Inclusive Leadership, Interpersonal Influence, Leadership, Market Knowledge, Objectives and Key Results (OKRs), Presentation Design, Process Improvements, Revenue Management, Sales, Solutions Selling, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection