GSM North 2 - Ethicon Wound Closure and Biosurgery

Êring for the world, one person at a time has encouraged and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products, and services to advance the health and well-being of people. Every day, more than 130,000 employees across the world are blending heart, science, and ingenuity to profoundly change the trajectory of health for humanity. J&J Medical India (JJMI) is the market leader in the Medical Company Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients, and nurses. It comprises of multiple Franchises (Strategic business units) providing healthcare solutions across Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women’s health, minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery. Position Title: General Sales Manager (North 2) Role Type: People Manager Department Name / Franchise: Ethicon Wound Closure and Biosurgery Sector: MD Position Location: Gurgaon Reports to (Title): Associate Sales Director Role Overview: Responsible for establishing relationships with customers and for developing 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 and a good understanding of other J&J products and service offerings. Has insights of customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops the team to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J Medical as a preferred supplier. Business Overview: Responsible for Managing Ethicon and Biosurgery Business for the North 2 region. Product Overview – Ethicon and Biosurgery range of products Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, Government Hospitals & Nursing homes / Small Hospitals. Illustrative Responsibilities: Business Financial Results Deliver the assigned Business plan for the Region – Achieve Monthly / Quarterly / Annual Business Plan Understand 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 delivery of sales plan on volume, price and value objectives for products Identify and direct action on tender opportunities through 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 Guide in expansion of new accounts and account conversion Work in the field with each supervisor to achieve effective coverage of key accounts, maintain a high level of customer rapport and reinforce our commitment to superior customer services Drive market environment base on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer 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 Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from 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 Coach supervisor/individual contributor to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth Conduct regular account reviews with team as a basis for challenging and improving both short and long term strategies and action plans Demonstrates expert knowledge of sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process Demonstrates ability to sell in-surgery to keep up-to-date on our customer needs and market trends Strong grasp of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of plans Customer Satisfaction Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction Research and identify key customer's critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes 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 Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise customer perceptions and use feedback to improve performance Ensure compliance with the