Ca ring for the world, one person at a time has inspired 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, our more than 130,000 employees across the world are blending heart, science and ingenuity to profoundly change the trajectory of health for humanity.

At Johnson & Johnson Medical Devices Companies, we are using our breadth, scale and experience to reimagine the way healthcare can be delivered and help people live longer, healthier lives.

In a radically changing environment, we are making connections across science and technology to combine our own expertise in surgery, Orthopedics, vision and interventional solutions with the big ideas of others to design and deliver physician and patient-centric products and solutions.

As pioneers in medical devices, we continually focus on elevating the standard of care—working to expand... patient access, improve outcomes, reduce health system costs and drive value. We create people-centered healthcare to help the patients we serve recover faster and live longer and more vibrantly.

In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments.

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, Orthopaedics, Infection Prevention, Wound Management, Women’s health, Minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery.

Position Title: Area Business Manager

Role Type: People Manager

Reports to (Title): General Sales Manager Central India

Position Location : Mumbai

Role Overview:

Leads a group of Individual Contributors to achieve/exceed sales targets for the Franchise within a designated territory, and in a manner consistent with the CREDO, company policy and goals. Has expert knowledge of the products responsible, and a good understanding of the other J&J products and service offerings. Have in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. Can plan, assign work, motivate and coach the team while assuming responsibility for results of the team.

Responsibilities/Accountabilities:

Sales Turnover
• 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.

Territory Management
• 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

Professional Education and Customer relationship
• 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

Product and Market knowledge
• 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

Expense, Equipment and Samples
• 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

Self-Development
• a. Identify specific actions to improve job performance in specific areas
• b. Participate in nominated training programs
• c. Active self-learning strategies to maintain knowledge
• d. Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to trainings.
• e. Effectively apply new learning on the job

Corporate Ethics
• 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

People Management
• Set goals for all team members
• Conduct quarterly discussions with all team members
• Create development plans for all team members
• Complete year-end evaluation for all team members
• Share field visit reports with individual team members after each visit
Maharashtra India

Salary Criteria