Area Account Manager

About the Role

Johnson & Johnson Medical Devices is recruiting for an Area Account Manager role, located across India.

Key Responsibilities

• Sales Turnover
• Sell franchise products within a territory.
• Provide weekly and monthly sales action plans to manager, reflecting activities required in each account to achieve sales objectives.
• Analyze sales reports to find opportunities and recognize routine problems; analyze causes and recommend solutions.
• Negotiate and close sales in routine situations, and with guidance for more complex deals.
• Participate in Trade Displays and Conferences when required.
• Territory Management
• Develop understanding of customer needs to identify sales opportunities.
• Identify tender/contract opportunities and work with colleagues to deliver.
• Develop an effective and efficient territory plan with guidance.
• Work with retailers and ensure 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, and 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 efficient/effective product use.
• Develop and maintain strong relationships with all levels of customers.
• Co-ordinate and deliver in-service education sessions with assistance.
• Advise marketing on customer in-service education resource needs.
• 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.
• Provide customer support on inventory, within company guidelines.
• 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.
• Demonstrate application/usage of products and differentiate them from competitor's products.
• 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.
• Distribution Management
• Develop/implement distribution network for assigned territory.
• Ensure distributor health is as per agreed guidelines.
• Expense, Equipment and Samples
• Judiciously manage 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.

Requirements & Tech Stack

• Sales of Surgery products like sutures, cutters, staplers, laparoscopic surgery tools, and energy machines in Key accounts.
• Proficient in Hindi and English.
• Experience in managing HCP KOLs.

Qualifications

• Science graduate or Biomedical Engineer.
• Minimum of 0-1 years of experience in MedTech Selling.
• Experience in managing HCP KOLs.

Preferred Skills

• Customer Centricity
• Customer Relationship Management (CRM)
• Data Analysis
• Detail-Oriented
• Goal Attainment
• Hospital Operations
• Innovation
• Medicines and Device Development and Regulation
• Process Oriented
• Sales
• Sales Projections
• Sustainable Procurement
• Vendor Selection