Sales Manager - Government Business

Sales Manager- (Govt. Business) (AESS)

J&J MedTech 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, Orthopedics, Wound Management, Women's Health, Minimally Invasive Surgery, and Circulatory Disease Management.

Role Overview: Government Business Lead, will be responsible for creation, execution and oversight of platforms, leading and driving Government Business Sales to improve revenue generation, profitability through market share expansion to meet customer satisfaction in Government sector. Works with Business Unit at various levels to implement Govt. strategies with strong focus on execution and capability building for Government Channel of the franchise in a manner, consistent with the CREDO, company policy and goals. Has expert knowledge of the Govt. policies, products responsible, and a good understanding of the other J&J products and service offerings with strong mindset to have focus and develop newer Govt. Business Opportunities. Has 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.

Illustrative Responsibilities:

• Retaining and developing more share gain opportunities in existing government accounts.
• Creating new business opportunities through GEM portal leveraging internal capabilities across functions and region.
• Planning & implementing the various strategies for business development in government business in mid to long term perspectives.
• Preparation and sharing of Monthly progress Dashboard on Key Priorities to Leadership team.
• Leadership in directly owning to top 25-30 Key Customers of the country.
• Strengthening dealer networks reducing overdue, increasing cash flow, improving AR and EMD control.
• Deliver the assigned Business plan for the Business Unit – 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.
• Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments.
• Implement compliant process on consumption of the supplied stocks in major tenders.
• The role would also entail capability building of the franchise with relevant knowledge of government protocols pertaining to tendering and other initiatives such as PMJAY, GeM, QBP etc.
• Manage Inventory SLOB in alignment with the franchise Goal.

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.
• Enable adoption of newer tools of the procurement in the franchise using relevant training intervention.
• 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 BU/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.

Process Management

• Ensure self and franchise cadence in adherence to Govt. SOP’s.

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

• 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.

Qualifications:

• Science graduate. Management degree will be an added advantage.
• Preferably 5+ years’ experience in Healthcare and that too in Govt. channel.
• 2-3 years of people management experience preferred.
• Ethicon background would be preferred.
• Medical Device experience is required.
• Healthcare industry knowledge is required.
• 20% overnight travel may be required.
• Prior experience influencing surgical stakeholder is preferred.
• Demonstrated clinical and anatomical knowledge of surgical procedures is preferred.
• Strategic thinking, sound business acumen, and creative problem solving is required.
• Ability to deliver customer-defined business solutions is required.
• Ability to communicate complex technology to a non-technical audience is required.
• The ability to influence and actively communicate across a highly-matrixed organization is required.

Required Skills:

Brand Positioning Strategy, Communication, Competitive Landscape Analysis, Compliance Management, Customer Centricity, Customer Experience Management, Incentive Policy, Procedures, and Quotas, Industry Analysis, Market Opportunity Assessment, Problem Solving, Profit and Loss (P&L) Management, Project Management, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection

Preferred Skills:

Brand Positioning Strategy, Communication, Competitive Landscape Analysis, Compliance Management, Customer Centricity, Customer Experience Management, Incentive Policy, Procedures, and Quotas, Industry Analysis, Market Opportunity Assessment, Problem Solving, Profit and Loss (P&L) Management, Project Management, Sales Prospecting, Strategic Sales Planning, Strategic Thinking, Sustainable Procurement, Vendor Selection