Area Account Manager

Location: Mumbai, India

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](https://www.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:**

Clinical Sales – Surgeons (Commission)

**Job Category:**

Professional

**All Job Posting Locations:**

Mumbai, India

**Job Description:**

## **Job Description:**

Johnson & Johnson Medical Devices is recruiting for **Area Account Manager** role, **located across India.**

The role will be responsible for Sales of Surgery products like sutures, cutters, staplers, laproscopic surgery tools and energy machines in Key accounts. Achieves/exceeds sales targets for the Franchise within a designated territory, and in a manner, consistent with the CREDO, company policy and goals. The Individual Contributor is responsible for closing the sale and positively impacting customer's satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers’ needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier.

## **Key Responsibilities**:

**Sales Turnover**

• Sell franchise products within a territory
• Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
• Analyse sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions
• Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals
• Participate in Trade Displays and Conference when required

## **Territory Management**

• Develop understanding of customer needs to identify sales opportunities
• Identify tender/contract opportunities and work with colleagues to deliver
• With guidance, develop an effective and efficient territory plan
• Work with retailers and ensure that they are brand ambassadors for our products
• Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

## **Customer In-service Education & Training**

• Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
• Develop and maintain strong relationships with all levels of customers
• With assistance, co-ordinate and deliver in-services education sessions
• Advise marketing on customer's in-service education resource needs

## **Key Account Management**

• With guidance, prepare a plan to optimize key account development and sales growth
• Identify and document key customers and decision makers
• Be aware of Key Account strategies for growth
• Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
• Provide customer support on inventory, within company guideline

## **Product & Market Knowledge**

• Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users
• Able to demonstrate application/usage of products and differentiate them from competitor's products
• Develop understanding of competitive products, their features-advantages-benefits
• Gather information on current practices, behaviors and attitudes
• Vigilantly obtain usage data of all trained surgeons and monitor adoption

## **Distribution Management**

• Develop/implement distribution network for assigned territory
• Ensure distributor health is as per agreed guidelines

## **Expense, Equipment and Samples**

• Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Seek prior approval for budget variations
• Work within 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

## **Self-Development**

• 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 training
• Effectively apply new learning on the job.

## **Corporate Ethics and Governance**

• 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

## **Education:**

• You will be a Science graduate or Biomedical Engineers.
• You will have a minimum of 0-1 years of experience in MedTech Selling.

## **Experience and Skills:**

• You will have experience in managing HCP KOLs

## **Other:**

Should be proficient in Hindi and English

**Required Skills:**

**Preferred Skills:**

Customer Centricity, Customer Relationship Management (CRM), Data Analysis, Detail-Oriented, Goal Attainment, Hospital Operations, Innovation, Medicines and Device Development and Regulation, Process Oriented, Sales, Sales Projections, Sustainable Procurement, Vendor Selection

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 [https://www.jnj.com/.](https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fsecure-web.cisco.com%2F1VE5rBy3ZBKLGEVuQmgiRJUQqwV95OYrnxyaVhzJaysQWz4Hoj8tT-N_66RjsbDKMZmTsY1F5sLjXo0O841REIIGY1ucj_ZVDbdXjpldvXQ-AfsHwupUtctmbE3oMKAfkQztJCSdBAPIhyWycZn_JB3jT0RAxttedk0H25zwKliG648pPywlZUfbavB-pshS9GvzJNnvizmY18hJnIYAjqxfqcjIpdlOoAuJGrElvvDzi7D6EdVjes8t4JHCLXPDsORWmoIqVLPxmkMCJNESZ1a59uwDKLVLHJUlY1sNokCYW8uKqM3_uWX5HWfEC1dQ1Wj8c5CI02PzMaW05SmQB7V2FeMq_ZaTA5QQugQ8dCIUMLVlyaUTlkuXkOtv09H7q21Z8k-km10LOlcto41K5koDyhjYSlDx8q5Ek9kbbLBeJRZZy8_XPOBr_XYL5FWxq0W5noKMrDr8NbaEoZYnFN_GQQUsGrzaG_x3AFUIrH9JL09ss7S5CeqM5V-rVCwH6_-QLxEGoBomA2qysLEouyw%2Fhttps%253A%252F%252Fwww.jnj.com%252F&data=05%7C02%7CMMankoff%40its.jnj.com%7C3f10f881d33f495abb2d08dc6465494f%7C3ac94b33913548219502eafda6592a35%7C0%7C0%7C638495633400268281%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C0%7C%7C%7C&sdata=02rhQL%2BLaef3T8f7vQrbFHGyBcm7ay3%2Ft0Y9Teks8IU%3D&reserved=0)

Our Credo calls on us to respect the dignity of every individual and create an environment for all people to thrive. Throughout the recruitment process - from application through hiring - we are committed to providing reasonable accommodations/adjustments for qualified candidates with disabilities. If you need support at any stage of the recruitment process, please complete our [candidate accommodation request form](https://www.careers.jnj.com/en/accommodation-request-form/) so we can assist you.

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