Johnson & Johnson is the world’s most comprehensive and broadly based manufacturer of health care products. The organization is comprised of more than 250 operating companies with over 128,000 employees located in some 60 countries. With Global sales of USD 67.2 billion in 2012, Johnson & Johnson is recognized as one of the most admired and respected companies in the world. In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments. Ethicon Endo-Surgery is part of the Johnson & Johnson Family of Companies. We not only represent a history of innovation, but a rich tradition of patient care that begins with our parent company, Johnson & Johnson.
Post : REGIONAL SALES MANAGER
Responsibilities/Accountabilities:
Business Financial Results
Sell franchise products within a territory Understand customers’ needs and market potential, and set direction, strategies and plans to expand market and realize market potential Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements Analyze sales reports to proactively identify 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
Territory Management
In-depth understanding of current and future customers’ needs and translate them into sales opportunities Direct the expansion of new accounts and account conversion Work in the field with each supervisor to achieve effective coverage of key accounts; maintain high level of customer rapport and reinforce company's commitment to superior customer servicesAnalyze competitive market environment base on thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities and weakness, as well as thorough knowledge of customer's support and preferen ces for competitive products and services Base on customers short and long term needs, competitive threats/environment, and current and future market trends, conduct SWOT analysis for the territory responsible Based on results of SWOT analysis, set direction, strategies and plans for the territory/region/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups,andby monthly/quarterly/annual targets
"Coach supervisor/individual contributor in the development of :
- an effective and efficient territory account coverage plan and customer call plans
- the development/implementation of key account strategies and plans for growth" Conduct regular account team reviews as a basis for challenging and improving both short and long term strategies and action plans Has expert knowledge of sales process and expert selling skills to make effective sales call, to teach others and to improve current selling process Sell in-surgery to keep up-to-date on our customer needs and market trends 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 achieve high levels of customer satisfaction
Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes Direct 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 value-added services Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve performance Ensure compliance with the"Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction
Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties
Internal Business Processes
Manage 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 working knowledge of supply chain processes and principles of Health Economics as a basis for identifying 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
Work with/involve appropriate functions when developing sales incentives programs "Prepare and submit territory budget, including selling & marketing expenses Seek prior approval for budget variations"
Establish territory expense and revenue budgets for supervisors and monitor to ensure compliance Judiciously manage operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity Manage appropriate utilization of resources and equipment Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
Monitor customer credit worthiness to achieve accounts receivable objectives; ensure accounts receivables are monitored and managed to achieve objectives Monitor inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
Develop/implement distribution network for assigned territory Ensure distributor health is as per agreed guidelines
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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; ensure we have adequate supply of talent to both the sales and marketing organization
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
Investigate and resolve issues which contribute to employee turnover
Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment
Ensure compliance with performance management process for both self and team; conduct 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
CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed upon plans
Conduct monthly meetings with sales team to disseminate, clarify, and explain company information and review business status
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
Communicate to sales team, their individual responsibility towards the CREDO
Participate in company's Credo programs
"Manage business within ethics and values expressed in Credo while actively
pursuing business outcome"
Relationship with customers based on high ethical standards
"Communicate to Product Specialists and implement company policy and procedures on health and safety"
Qualifications:
- Post-graduation degree or diploma in Business Management from premier B-School only.
- Minimum of 6-8 Years of experience in sales. Preferably B2B Sales.
- 2-4 years of experience in people manager role would be preferred.
- Preferred people from healthcare and FMCG domain.
Additional Information:
Experience: 6-8 years
Qualification: MBA
Location: Chennai
Industry Type: Pharma
Functional Area: Sales & Marketing
Last date : 5th Sept, 2016
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