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District Account Manager

  • Job
    Full-time
    Mid, Senior & Expert Level
  • Customer Relations
    Sales & Business Development
  • Gurgaon

AI generated summary

  • You must have 4-12 years of sales experience and mandatory expertise in medical devices, specifically in Orthopedics or Spine.
  • You will sell products, analyze market trends, develop sales plans, maintain customer relationships, negotiate deals, conduct SWOT analyses, and ensure compliance with ethics and budget guidelines.

Requirements

  • Minimum of 4-12 years of proven experience in sales.
  • Experience of Medical Devices in Orthopedics/ Spine is mandatory.

Responsibilities

  • Sell franchise products within a territory
  • Make significant contribution to the development of the region's business plan
  • Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
  • Analyze equipment lead pipeline to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities
  • Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap
  • Successfully negotiate and close complex deals
  • Lead in organizing trade displays and Conferences when required
  • 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 services
  • Analyze 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 preferences 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, and by monthly/quarterly/annual targets
  • 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
  • Develop and maintain strong relationships with all levels of customers
  • Develop key opinion leaders in the region and make engagement plan with them
  • Maintain optimum call cycles to build customer relationships
  • Proactively identify Professional Education needs to develop the awareness level among customers
  • Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users
  • Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses
  • Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
  • Share competitive information and suggestions for countering competitors with colleagues
  • Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings
  • Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory
  • Seek prior approval for budget variations
  • Ensure compliance of team to 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
  • 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 trainings
  • Effectively apply new learning on the job
  • 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

FAQs

What is the primary role of a District Account Manager at Johnson & Johnson?

The primary role of a District Account Manager is to drive business growth in a designated region while maintaining a high level of customer centricity, developing sales strategies, and managing customer relationships in accordance with company policies and goals.

What kind of experience is required for this position?

A minimum of 4-12 years of proven experience in sales is required, with mandatory experience in Medical Devices, specifically in Orthopedics or Spine.

What responsibilities does a District Account Manager have regarding sales turnover?

Responsibilities include selling franchise products within the territory, contributing to the development of the business plan, providing sales action plans, analyzing opportunities, negotiating complex deals, and organizing trade displays and conferences as needed.

How does the District Account Manager support territory management?

The District Account Manager supports territory management by understanding customer needs, expanding accounts, conducting SWOT analysis, developing sales plans, and maintaining superior customer service.

What is expected in terms of customer relationship management?

The District Account Manager is expected to develop and maintain strong relationships with all levels of customers, identify professional education needs, and engage with key opinion leaders in the region.

How important is product and market knowledge for this role?

Product and market knowledge is crucial, as the District Account Manager must have expert knowledge of the products, analyze market trends, identify competitive threats, and make informed strategies to address them.

What is the approach towards expense management in this role?

The District Account Manager is responsible for judiciously managing operating expenses while ensuring sustainable productivity, seeking prior approval for budget variations, and optimizing sample usage within budget guidelines.

What opportunities are there for self-development in this position?

Opportunities for self-development include identifying specific actions to improve job performance, participating in training programs, applying new learning on the job, and focusing on achieving high performance in knowledge tests and competency assessments.

How does Johnson & Johnson emphasize corporate ethics in this role?

Employees are expected to maintain a responsible and ethical approach while pursuing business outcomes, conducting business within the ethical values expressed in the company's Credo, and establishing relationships with customers based on high ethical standards.

Is this position open to candidates from diverse backgrounds?

Yes, Johnson & Johnson values diversity and does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Hospitals and Health Care

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

Profound Change Requires Boldness. Johnson & Johnson is the largest and most diversified healthcare products company in the world. We’re producing life-changing breakthroughs every day, and have been for the last 130 years. The combination of new technologies and your expertise enables amazing things to happen. Those working in medical devices are 3-D printing artificial joints personalized for each patient, while researchers in pharmaceuticals use AI to discover lifesaving drugs. Imagine what the rest of our team of 134,000 people at 260 companies in more than 60 countries across the world is accomplishing. We redefine what it means to be a big company in today’s world.