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Zonal Account Manager

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Mumbai

AI generated summary

  • You must have 5-6 years of sales experience and mandatory experience in orthopedic medical devices, preferably implants.
  • You will drive sales in your territory, develop business plans, analyze market opportunities, negotiate deals, maintain customer relationships, and ensure compliance with budgets and ethical standards.

Requirements

  • Minimum of 5-6 years of proven experience in sales.
  • Experience of Medical Devices in Orthopedics is mandatory, Preferably Implants.

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 responsibility of a Zonal Account Manager?

The primary responsibility of a Zonal Account Manager is to drive business growth in a specific region by developing new businesses, expanding into new territories, and establishing a dealer network, while maintaining a high level of customer centricity.

What qualifications are required for the Zonal Account Manager position?

Candidates must have a minimum of 5-6 years of proven experience in sales, with mandatory experience in medical devices, particularly in orthopedics and implants.

What type of sales strategies will I be responsible for developing?

You will be responsible for developing and implementing sales strategies and objectives tailored to achieve sales targets and business goals within your designated territory.

How important is customer relationship management in this role?

Customer relationship management is crucial; you will need to develop and maintain strong relationships with all levels of customers to enhance satisfaction and loyalty towards J&J MedTech.

Will I have the opportunity to lead a sales team?

Yes, effective leadership is a significant part of this role, where you will motivate, coach, and develop the sales team to achieve and exceed sales targets.

How often do I need to report on sales activities and performance?

You are required to provide weekly and monthly sales action plans to your manager, detailing activities and strategies needed to meet sales objectives.

What will I need to know about the products I will be selling?

You will need to have expert knowledge of the products' features, benefits, correct applications, and the anatomy and medical procedures related to the products.

Are there opportunities for self-development in this role?

Yes, you are encouraged to engage in self-development through training programs and actively learn to maintain and enhance your knowledge relevant to your job performance.

What is meant by corporate ethics in this role?

Corporate ethics involve maintaining a responsible and ethical approach in business practices, aligning with the values expressed in the company’s Credo, and building relationships based on high ethical standards.

How do I manage expenses associated with this position?

You will be responsible for judiciously managing Accounts Receivable, operating expenses, and ensuring compliance with budget guidelines while optimizing resource utilization.

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.