Regional Sales Manager Lucknow

Regional Sales Manager - Ethicon Endo Surgery

Company: Johnson & Johnson MedTech Location: Lucknow, Uttar Pradesh, India Contract: Permanent Work Model: Onsite Seniority: Senior

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.

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.

About the Role

J&J MedTech India (JJMI) is the market leader in the Medical Devices & Diagnostics Industry in India. We are dedicated to caring for and providing solutions to doctors, patients, and nurses across various franchises including Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women’s Health, Minimally Invasive Surgery, Circulatory Disease Management, and Blood Glucose Monitoring and Insulin Delivery.

As a Regional Sales Manager, you will be responsible for building strong relationships with healthcare professionals and retailers to develop business within your region for the Ethicon Endo Surgery franchise. This role involves developing new business, expanding into new territories, and establishing new dealer networks, all while upholding the company's CREDO, policies, and goals. You will lead and inspire a sales team to achieve and exceed sales targets, foster long-term customer relationships, and ensure customer delight and loyalty.

Key Responsibilities

• Sell franchise products within the region to Corporate, Trade, and Government accounts.
• Understand customer needs and market potential to develop strategies for market expansion.
• Lead negotiations to secure long-term supply arrangements, including government tenders.
• Analyze sales reports to identify opportunities and risks, re-prioritizing resources to maximize sales.
• Establish a monitoring system to ensure compliance with sales plans for volume, price, and value objectives.
• Lead Medical Device Advertising (MDA) and Professional Education programs with healthcare professionals.
• Direct coverage expansion and conversion efforts within the territory.
• Work in the field with team members to ensure effective coverage of key accounts and maintain high customer rapport.
• Analyze the competitive market environment, including competitor structures, capabilities, and weaknesses.
• Conduct SWOT analyses for the territory based on customer needs, competitive threats, and market trends.
• Develop and communicate sales plans and objectives for the territory/region/key accounts.
• Possess expert knowledge of the sales process and selling skills, and coach others to improve current selling processes.
• Understand and leverage internal J&J resources, priorities, and needs to achieve sales plan objectives.
• Manage administrative responsibilities, including HCC and A&SP activities.
• Develop and maintain positive relationships with customers at all levels.
• Identify innovative sales and service opportunities to improve customer business performance and healthcare outcomes.
• Craft innovative customer support services and tender arrangements.
• Implement systems for customer feedback to improve performance.
• Ensure prompt and professional handling of customer complaints.
• Utilize appropriate problem-solving strategies for product or service difficulties.
• Handle internal relationships and processes to ensure flexibility and responsiveness.
• Align and cooperate closely with the Franchise Marketing team to optimize sales results.
• Leverage internal resources and understanding of supply chain and Health Economics for service innovation.
• Supervise inventory levels to meet objectives.
• Identify specific actions to improve job performance and participate in training programs.
• Engage in active self-learning to maintain knowledge.
• Develop talent and the team by identifying development areas, providing feedback, and guiding progress.

Requirements

• Post-graduation or Graduation Degree.
• Proven experience of 7+ years in Medical Devices.
• Must have experience in Government tenders and contracts, including handling both autonomous and corporation government business with an understanding of GEM.
• Exposure to Trade/retail markets and corporate accounts.
• Capital selling experience is preferred.

Preferred Skills

• Brand Positioning Strategy
• Communication
• Competitive Landscape Analysis
• Compliance Management
• Customer Centricity
• Customer Experience Management
• Incentive Policy, Procedures, and Quotas
• Industry Analysis
• Market Opportunity Assessment
• Problem Solving
• Profit and Loss (P&L) Management
• Project Management
• Sales Prospecting
• Strategic Sales Planning
• Strategic Thinking
• Sustainable Procurement