Area Account Manager

Overview

Area Account Manager in MedTech Sales for Johnson & Johnson Medical Devices, selling surgery products to key accounts in a designated territory.

What you'll do

• Sell franchise products within a territory and achieve or exceed sales targets.
• Provide weekly and monthly sales action plans to manager, reflecting activities required in each account to achieve sales objectives.
• Analyse sales reports to find opportunities, recognize routine problems, analyze causes and recommend solutions.
• Negotiate and close sales in routine situations, and with guidance when handling more complex deals.
• Participate in trade displays and conferences when required.
• Develop understanding of customer needs to identify sales opportunities and identify tender/contract opportunities.
• With guidance, develop an effective and efficient territory plan.
• Work with retailers and ensure 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 and one-to-many training sessions.
• Identify customer in-service needs, develop and maintain strong relationships with all levels of customers, and with assistance coordinate and deliver in-service education sessions.
• With guidance, prepare a plan to optimize key account development and sales growth; identify and document key customers and decision makers.
• Identify and optimize cross-selling opportunities.
• Develop and continually enhance understanding of product features, benefits, application, usage, anatomy, physiology and medical procedures.
• Demonstrate application of products and differentiate them from competitor products.
• Vigilantly obtain usage data of all trained surgeons and monitor adoption.
• Develop and implement the distribution network for the assigned territory and ensure distributor health per agreed guidelines.
• Manage AR and operating expenses (transportation, A&P, entertainment, travel) while ensuring sustainable productivity; seek prior approval for budget variations.
• Plan sample and expense utilization to optimize usage while remaining in budget.
• Maintain a responsible and ethical approach and conduct business within the ethics and values expressed in the Credo.

What you'll need

• Science graduate or Biomedical Engineer.
• Minimum of 0-1 years of experience in MedTech selling.
• Experience managing HCP KOLs.
• Proficient in Hindi and English.

Nice to have

• 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.

Details

• Location: across India (posting location Mumbai, India).
• Sales of surgery products including sutures, cutters, staplers, laparoscopic surgery tools and energy machines in key accounts.
• Commission-based clinical sales role (surgeons); job category Professional.