Regional Sales Manager - Lucknow
Source: remoteok
Location: Lucknow, Uttar Pradesh, India
Job Category: Professional
Job Function: MedTech Sales
Job Sub-Function: Capital Sales -- MedTech (Commission)
About Johnson & Johnson
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.
Role Overview
- Position Title: Regional Sales Manager
- Role Type: People Manager
- Department/Franchise: Ethicon Endo Surgery
- Sector: MedTech
- Reports to: Senior General Sales Manager
The Regional Sales Manager is responsible for building relationships with customers (Health Care Professionals and Retailers) to develop business in the region, consistent with the CREDO, company policy, and franchise goals. This role involves developing new business, expanding into new territories, establishing dealer networks, and leading/coaching a sales team to achieve or exceed sales targets.
Responsibilities
Illustrative Responsibilities
- Sell franchise products within the region to Corporate, Trade, and Government accounts.
- Understand customer needs and market potential to set direction, strategies, and plans.
- Lead negotiations for long-term supply arrangements, including Government Tenders.
- Analyze sales reports to proactively identify opportunities and risks; re-prioritize resources to maximize sales.
- Establish monitoring systems to ensure compliance with sales plans (volume, price, and value).
- Lead MDAs and Professional Education programs with HCPs for the region.
Region Management
- Direct coverage expansion and conversion.
- Work in the field with team members to achieve effective coverage of key accounts.
- Analyze the competitive market environment (competitor structure, culture, personnel, and capabilities).
- Conduct SWOT analysis based on customer needs and market trends.
- Develop sales plans for each territory with realistic, attainable objectives.
- Utilize expert knowledge of the sales process to coach others and improve selling efficiency.
- Manage administrative responsibilities including HCC, A&SP, and other branch activities.
Customer Satisfaction
- Develop and maintain positive relationships with all levels of customers.
- Identify critical success factors to provide innovative sales and service solutions.
- Craft innovative customer support services and tender arrangements.
- Set up feedback systems to gauge customer perception and improve performance.
- Ensure compliance with "Customer Complaints Procedures" and resolve issues promptly.
Internal Business Process
- Handle internal relationships to ensure responsiveness and access to support.
- Optimize sales results through alignment with the Franchise Marketing team.
- Utilize supply chain processes and Health Economics principles to find service innovation opportunities.
- Manage operating expenses (transportation, A&P, entertainment, travel) efficiently.
- Supervise inventory levels to meet objectives.
Self-Development
- Identify specific actions to improve job performance.
- Participate in nominated training programs and maintain active self-learning.
- Develop talent by identifying team development areas, providing feedback, and promoting diversity.
Qualifications
- Post-graduation or Graduation Degree.
- Proven experience of 7+ years in Medical Devices.
- Must have experience in Government tenders and contracts (including autonomous/corporation business and GEM).
- Exposure to Trade/retail markets and corporate accounts.
- Capital selling experience is preferred.
Required & Preferred Skills
- Core Skills: Brand Positioning Strategy, Communication, Competitive Landscape Analysis, Compliance Management, Customer Centricity, Customer Experience Management.
- Strategic Skills: Incentive Policy, Procedures, and Quotas, Industry Analysis, Market Opportunity Assessment, Problem Solving, Profit and Loss (P&L) Management, Project Management.
- Sales & Operations: Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection.