Website Johnson & Johnson ltd
Post Name: Biosurgery Specialist- Territory Manager
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.
Analyze 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
Active OR presence in specialty /procedure of strategic importance.
Effectively drive marketing campaigns in close coordination with larger sales team.
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
Drive Procedure/ Product Knowledge, working with Marketing in respective region
Drive Differentiated activities in the territory/region
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
Expense, Equipment and Samples
Judiciously handle 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 learnings 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:
Graduate Degree, preferable in Science/Pharmacy
Minimum 2-5 years of experience in healthcare required.
Experience and Skills:
Experience in managing HCP KOLs, working with larger teams.
Sales experience in Adjunctive Hemostats will be preferred.
Other:
Should be proficient in local language and English
