Business Manager - CV

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. Learn more at https://www.jnj.com

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

People Leader

All Job Posting Locations:

Mumbai, India

Job Description:

Business Manager - CV

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

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: Business Manager - CV

Role Type: People Manager

Department Name / Franchise: Ethicon Wound Closure and Biosurgery

Sector: MD

Position Location: Mumbai

Reports to (Title): Associate Sales Director, Ethicon Wound Closure & Bios

Role Overview:

Responsible for establishing relationships with customers and for developing the business in a region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, growing into new territories, and establishing a new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge of the products and a good understanding of other J&J products and service offerings. Has insights of customer's needs and sharpened knowledge of market trends. Through effective leadership, encourages, leads, directs, motivates, coaches and develops the team to achieve/exceed sales target. Works with all levels of customers, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J Medical as a preferred supplier.

Business Overview: Responsible for Managing Cardiovascular Business for Ethicon Wound Closure & Biosurgery products

Product Overview – Ethicon and Biosurgery range of products

Customer Segmentation: Corporate Hospitals, Private Standalone Hospitals, Govt Medical College, Government Hospitals & Nursing homes / Small Hospitals.

Illustrative Responsibilities:

Business Financial Results

• Deliver the assigned Business plan for the Region – Achieve Monthly / Quarterly / Annual Business Plan

• Understand 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 delivery of sales plan on volume, price and value objectives for products

• Identify and direct action on tender opportunities through 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

• Guide in 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 our commitment to superior customer services

• Drive market environment base on a thorough knowledge of competitor's structure, culture, personnel, distribution, capabilities, and weakness, as well as customer 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

• Conduct SWOT analysis for the territory responsible. Based on results of SWOT analysis, set direction, strategies and plans for the region to achieve dept/functional goals; communicate plans and gain consensus on the plans from 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

• Coach supervisor/individual contributor to develop: An effective and efficient territory account coverage plan and customer call plans | Key account strategies and plans for growth

• Conduct regular account reviews with team as a basis for challenging and improving both short and long term strategies and action plans

• Demonstrates expert knowledge of sales process and specialist selling skills to make an effective sales call, to guide others and to improve the current selling process

• Demonstrates ability to sell in-surgery to keep up-to-date on our customer needs and market trends

• Strong grasp of internal organization (J&J) resources, priorities, and needs, relating to the business operations and achievement of plans

Customer Satisfaction

• Develop and maintain strong relationships with various levels of customers and drive high levels of customer satisfaction

• Research and identify key customer's critical success factors to identify innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes

• 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

• Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and supervise customer perceptions and use feedback to improve performance

• Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

• Ensure appropriate problem-solving strategies are used by the sales team when dealing with product or service difficulties

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 strong 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 functions to contribute and to support effective decision making and actions across the organization

• Work with/involve appropriate functions when developing sales incentives programs

• Prepare and submit territory budget, including selling & marketing expenses. Seek prior approval for budget variations

• Establish territory expense and revenue budgets for supervisors and supervise to ensure compliance

• Judiciously handle operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity

• Optimize 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

People Management

• Ensure team consists of a diverse mix of skills and abilities to optimize team performance

• Ensure an appropriate succession plan is in place; ensure we have an adequate supply of talent

• Develop strong teamwork and cooperation with other functions through effective leadership

• Empowers team to build confidence in dealing with customers issues; establish clearly defined boundaries for resolving issues

• Investigate and resolve issues which could result into employee turnover

• Use effective interviewing and hiring skills to ensure high caliber recruitment

• Ensure compliance with the performance management process for both self and team; conduct a semi-annual performance evaluation of all supervisors; identify areas for improvement based on clearly identified needs of each supervisor

• Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees

• Develop and implement training and development plans to address areas needing improvement

• Conduct monthly training /field coaching to supplement standard classroom training to empower team to become more effective with customers

• CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed-upon plans

• Conduct monthly meetings with the sales team to disseminate, clarify, and explain company information and review business status

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 learning on the job

Corporate Ethics

• Communicate to the sales team, their individual responsibility towards the CREDO

• Participate in the company's Credo programs

• Manage business within ethics and values expressed in Credo while actively

• pursuing business outcome

• Relationship with customers based on high ethical standards

• Communicate to Product Specialists and implement company policy and procedures on health and safety

Qualifications:

• Post-graduation degree or diploma in Business Management from premier B-School preferred

• Minimum of 8 years of proven experience in sales

• At least 4 years of demonstrated ability in people manager role would be preferred

• MedTech experience required for the role

Are you ready to impact the world?

Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career.

This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job are an equal opportunity employer d value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Required Skills:

Preferred Skills:

Advertising, Coaching, Collaborative Selling, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection