Business Manager - North

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 . 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 – Hospital/Hospital Systems (Commission) Job Category: People Leader All Job Posting Locations: Gurgaon, Haryana, India Job Description: Caring 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, Orthopedics, Infection Prevention, Wound Management, Women’s health, minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery. Position Title : Business Manager- North Role Type: People Manager Department Name / Franchise : AESS / Surgery Sector: MedTech Position Location : Delhi NCR Reports to (Title): Senior General Sales Manager 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. Develop and implement 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 into customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, 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 AESS business for the part of North region. The person responsible will be handling a part of Delhi NCR business along with Uttar Pradesh, Uttrakhand and Rajasthan business. Product Overview – Adv Energy and Stapling Solutions 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 based 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 the team as a basis for challenging and improving both short- and long-term strategies and action plans Demonstrates expert knowledge of the 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