Zonal Account Manager - Joints

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: Capital Sales -- MedTech (Commission) Job Category: Professional All Job Posting Locations: Mumbai, India Job Description: Have high level of customer centricity for driving the business in the territory for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. Develop and implement sales strategies and objectives. Has in-depth knowledge of the products (capital equipment and consumables) 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. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction with ownership and build loyalty and confidence in J&J MedTech as a preferred supplier. Business Overview : Responsible for Managing assigned territory for DePuy Synthes Joints for Mumbai & Suburbs of Mumbai Product Overview – DePuy Synthes Joint Reconstruction, Digital Surgery Capital Equipment, Knee and Hip Replacement Implants 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 assigned Territory – Achieve Monthly/Quarterly /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. The role would also entail relevant knowledge of government protocols pertaining to tendering and thorough understanding of government initiatives such as PMJAY, GeM etc. 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 Work in the field with 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 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 Should have exposure in conceptualization, implementation, and monitoring of channel management processes such as AR, Inventory, return on investment and overall channel health Develop in-depth product