Key Account Manager

Johnson & Johnson; Kolkata District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Johnson & Johnson in India seeks a Key Accounts Manager to drive MedTech sales across assigned territories, with emphasis on ophthalmology and related medical devices. You will build and protect customer relationships, promote product portfolios, and coordinate with Area Manager and Product Specialists to optimize field execution.

The role requires 5+ years in sales, with 3–4 years in medical devices/healthcare. A graduate degree is required; a Masters in Business/Marketing is preferred.

Qualifications

• Graduate in any discipline (preferably in science); a Master’s degree in Business/Marketing is preferable.
• Minimum 5 years of experience: 5-6 years working experience in sales with at least 3-4 years of experience in medical device/ healthcare/ ophthalmology industry.
• Developing Sound Product Knowledge; to be evaluated on marks scored in Assessments & observation during joint field working.

Responsibilities

• Proper Customer Coverage with Product promotion.
• Achieving Sales Target: Ensuring achievement of Annual Sales Targets.
• Ensuring the achievement of right product mix on quarterly basis. Ensuring 100 % Sales achievement on monthly & quarterly basis.
• Sustainable Market Expansion - IOLI RIOUVD: Everyday focus on achieving 4+2 sales call a day; Develop minimum 10 new customers; Develop minimum 5 competitor customers to AMO fold.
• Sustainable Market Expansion - Equipments: Demos to be done regularly; Demo to Sales Closure with at least 25% success rate; Bundling deals as per MOU.
• Reporting & Coordination: Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, Phaco Funnel; Coordination with Sales & Marketing and support functions.

Education

Graduate in any discipline (preferably in science)

Master degree in Business/ marketing is preferable

Job description

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 jnj.com.

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.

Job Function:

MedTech Sales

Job Sub Function:

Channel Sales - MedTech (Commission)

Job Category:

Business Enablement/Support

All Job Posting Locations:

Gauhati, Assam, India, Kolkata, West Bengal, India

Responsible for covering all the targeted customers of the territory assigned to him. Do proper profiling of all targeted customers. Do customer wise product selection and Promote the products targeted for specific customers. Execute and implement all strategies successfully initiated by marketing in coordination with Area Manager. Generate Revenue to meet the business Plan. planning & organizing field working pattern, building relationship with internal & external customers (Doctors/ KOLs I Distributors I peers/superiors), developing new customers, monitoring competitor activities, keeping track of the daily working, keeping track of customer usage pattern and maintaining records. Handling customer complaints and working towards absolute customer delight. He will also track IOUOVD/Phaco market-share in the assigned territory/state and keep track of competition actions - to proactively ensure market leadership in the state/ territory assigned. He will be closely supporting Area Manager to develop and strengthen relationship with some of the Key Opinion Leaders of his assigned state/territory.

Close coordination with Area Manager and Product Specialists for data management & sharing ideas & views for improving efficiency in field & full utilization of resources available.

Position Name:

Key Accounts Manager

Location:

Guwahati

Main areas of responsibility:

Proper Customer Coverage with Product promotion

Achieving Sales Target:

Ensuring achievement of Annual Sales Targets

Ensuring the achievement of right product mix on quarterly basis. Ensuring 100 % Sales achievement on monthly & quarterly basis.

Sustainable Market Expansion - IOLI RIOUOVD:

Everyday focus on achieving 4+2 sales call a day.

Develop minimum 10 new customers who are currently using non imported foldable IOLs in a year.

Develop minimum 5 competitor customers to AMO fold with minimum sales of INR 5 Lacs each per annum

Upgrading minimum 10 existing AMO users to Premium products. Should attend OTs regularly to understand customer needs, ensuring customers delight.

Sustainable Market Expansion - Equipments

Demos to be done on regular basis in consultation with RM and PS. Demo to Sales Closure i.e. % success rate of Demos - at least 25%. Effective bundling deals - to be honored as per MOU.

QUALIFICATION :

Minimum education required for competent performance:

Graduate in any discipline (preferably in science) Master degree in Business/ marketing is preferable.

Minimum experience (number of month/years and type of work experience beyond formal education) required for competent performance:

Minimum 5 years of experience: 5-6 years working experience in sales with at least 3-4 years of experience in medical device/ healthcare/ ophthalmology industry

Ensuring AR control of Equipment deal. preferably no outstanding in the market.

Development:

Developing Sound Product Knowledge; to be evaluated on marks scored in Assessments & observation during joint field working.

Sharing territory development plans; conducting scientific programs regularly - CME/round table meetings

Should conduct at least 1 Patient councilors training a month Clear and Transparent in communication.

Continuously observe opportunities to develop AMO business and discuss with RM and PS.

Reporting & Coordination:

Maintaining field reporting discipline and timely submission of- Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, Phaco Funnel

Appropriate coordination with Sales & Marketing and support functions for day to day and other jobs to be done.