Business Financial Results

• Deliver the assigned Business plan for the Region – Achieve Monthly / Qtrl’y / Annual Business Plan.
• Understand customers’ needs and 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 compliance with the sales plan on volume, price and value objectives for products
• Identify and direct action on tender opportunities through liaison and 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
• Advise the 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 the company's commitment to superior customer services
• Analyze competitive market environment base on a thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities, and weakness, as well as a thorough knowledge of customer's support and 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
• 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
• Coach direct team to develop effective and efficient territory account coverage plan, customer call plans and the development/implementation of key account strategies and plans for growth
• Conduct regular account team reviews as a basis for challenging and improving both short and long-term strategies and action plans
• Have expert knowledge of sales process and specialist selling skills to make an effective sales call, to teach others and to improve the 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

Customer Satisfaction

• Develop and maintain strong relationships with all levels of customers to obtain their feedback and supervise customer perceptions, and use feedback to improve performance and customer satisfaction
• Advise the development/implementation of strategies and plans to increase customer satisfaction, confidence, and loyalty
• Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company valuable services
• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

Internal Business Processes

• Lead internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed
• Optimize sales results through close alignment and cooperation with Franchise Marketing groups
• Use internal resources and own solid understanding of supply chain processes and principles of Health Economics as a basis for finding opportunities for service innovation
• Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization
• Prepare and submit territory budget, including selling & marketing expenses, supervise to ensure compliance by team
• Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Run the appropriate utilization of resources and equipment
• Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
• Supervise customer creditworthiness to achieve accounts receivable objectives; ensure accounts receivables are supervised and managed to achieve objectives
• Supervise inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
• Develop/implement a distribution network for assigned territory
• SFE Implementation and Analysis