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Regional Sales Manager

  • Job
    Full-time
    Mid Level
  • Sales & Business Development
    People, HR & Administration
  • Mumbai

AI generated summary

  • You need a post-graduate or graduate degree, 4 years in B2B sales/marketing in medical devices or pharma, experience with Maharashtra government contracts, and 1-2 years in a management role.
  • You will build customer relationships, lead sales strategies, analyze market trends, manage a sales team, optimize contracts, ensure compliance, and develop talent while driving sales growth.

Requirements

  • Post-graduation or Graduation Degree
  • Proven experience of 4 years in B2B Sales & Marketing (Medical Devices, Pharma)
  • Must have experience in preferably Maharashtra State government business, or other Government tenders and contracts
  • Exposure to Trade/retail markets
  • 1-2 years in people manager role

Responsibilities

  • Responsible for building relationship with customers (Health Care Professionals and Retailers) for developing the business in the 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, expanding into new territories and establishing new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge for the products responsible, Positive relationships with HCPs, a good understanding of other J&J products and service offerings.
  • Understands & empathizes with customer's needs and maintains sharp competitive knowledge and market trends. Through effective leadership, inspires leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works to develop long-term positive customer relationships to achieve customer delight, and build loyalty and confidence in J&J Medical as a preferred supplier.
  • Sell franchise products within the region - to both Corporate & Government accounts
  • Understand customers' needs and market potential, to set direction, strategies and plans to expand market and realise market potential
  • Lead negotiations optimising contractual opportunities which cement long-term supply arrangements, including Govt. Tenders
  • Analyse sales reports to proactively find opportunities and at risk, re-prioritize resources to maximise sales opportunities
  • Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
  • Lead MDAs and Professional Education programs with HCPs for the region
  • In-depth understanding of current and future customers needs and translate them into sales opportunities with the help of the team
  • Direct coverage expansion and conversion.
  • Work in the field with each team member 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 based on insights of competitor's structure, culture, personnel, distribution, capabilities and weaknesses, as well as detailed knowledge of customer's support and preferences for competitive products and services
  • Based on customers short and long term needs, competitive threats/environment, and present/extrapolated market trends, conduct SWOT analysis for the respective territory
  • Based on results of SWOT analysis, set direction, 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 territory; set realistic attainable sales objectives by customer 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
  • Keen understanding of internal organization (J&J) resources, priorities and needs, relating to the business operations and achievement of sales plan
  • Administrative responsibilities like HCC, A&SP and other activities with help of branch assistant.
  • Develop and maintain positive relationships with all levels of customers
  • 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
  • Craft innovative customer support services/tender arrangements including E-initiatives and efficient use of company services
  • Set up appropriate systems, e.g., regular meetings with customers to acquire their feedback and gauge 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
  • Handle internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed
  • Optimise sales results through close alignment and cooperation with Franchise Marketing team
  • Use internal resources and own understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation
  • Work with/involve appropriate functions when developing sales incentives programs
  • Efficiently handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring balanced efficiency
  • Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
  • 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 proficiency assessments related to training
  • Develops talent & team by identifying their development areas, providing timely Feedback And Guiding Their Progress And Promotes Diversity.

FAQs

What is the primary responsibility of the Regional Sales Manager at J&J MedTech India?

The primary responsibility is to build relationships with customers (Health Care Professionals and Retailers) to develop the business in the region for the franchise while aligning with company policy and goals.

What qualifications are required for the Regional Sales Manager position?

A Post-graduation or Graduation Degree, along with a proven experience of 4 years in B2B Sales & Marketing (Medical Devices, Pharma) is required.

Is experience in government tenders necessary for this role?

Yes, experience in Maharashtra State government business or other government tenders and contracts is preferred.

What kind of sales strategies is the Regional Sales Manager expected to develop?

The Regional Sales Manager is expected to develop and implement sales strategies and objectives based on an understanding of customer needs and market potential.

How many years of experience in a people manager role is necessary for this position?

The position requires 1-2 years of experience in a people manager role.

Will the Regional Sales Manager work directly with the sales team?

Yes, the Regional Sales Manager will work in the field with each team member to achieve effective coverage of key accounts and to maintain customer rapport.

What is the reporting structure for this role?

The Regional Sales Manager reports to the General Sales Manager.

What responsibilities does this role have regarding customer satisfaction?

The role includes developing and maintaining positive relationships with customers, addressing customer complaints promptly, and ensuring customer feedback is used to improve performance.

Are there any administrative responsibilities associated with this role?

Yes, administrative responsibilities include tasks such as HCC, A&SP, and other activities with the assistance of a branch assistant.

What kind of sales targets will the Regional Sales Manager be responsible for?

The Regional Sales Manager will be responsible for setting realistic attainable sales objectives by customer and product groups, as well as by monthly, quarterly, and annual targets.

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.