Customer Relationship Manager - Mumbai - Johnson Private Limited
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In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments.
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 : Customer Relationship Manager
Role Type : Individual Contributor
Pay Grade: 24
Department Name / Franchise : JNJ Vision Care Sector: MD Position Location: Mumbai
Reports to (Title): Regional Sales Manager Role Overview:
Manage the sales of the top retail outlets and retail accounts having multiple outlets. Do joint planning with the account for quarterly and annual sales brandwise and work closely to deliver the targets. Lead sales growth in a manner consistent with the CREDO, company policy and goals. 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 Vision Care as a preferred supplier. Has the ability to manage the expectations of all the levels of the account from the Top Management / owner till the operational team.
Manage the distributor and ensure the alignment of the distributor and their compliant working with JJVC.
Illustrative Responsibilities: Sales Turnover
Sell JJVC products within the assigned territory
Make significant contribution to the development of the region's business plan
Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
Anticipate unfavourable variance in sales and provide inputs and follow-up actions to prevent/close the gap
Successfully negotiate and close complex deals.
Lead in organizing trade displays and Conferences when required. Account Management
Conduct SWOT analysis for the accounts responsible
Develop/implement sales strategies and plans to achieve sales target
Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets
In-depth understanding of customer needs to identify growth opportunities
Responsible for maintaining/gaining market share in the territories handled as per plans
Creatively plan for expansion of challenging territories and conversion of difficult accounts
Participate in developing promotional support materials for use during sales calls
Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan
Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process 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.
Maintain optimum call cycles to build customer relationships.
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, 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 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 Expense, Equipment and Samples
Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.
Seek prior approval for budget variations
Ensure compliance to sample issue and co-ordination guidelines
Agree expense budget/guidelines with immediate Manager
Plan sample and expense utilization to optimize usage while remaining in budget Self-Development
a. Identify specific actions to improve job performance in specific areas
b. Participate in nominated training programs
c. Active self-learning strategies to maintain knowledge
d. Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training
e. 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
Graduate with minimum 6+ Years of healthcare sales experience.
Experience of professional selling of medical devices is good to have but not a must
Should have experience of handling diverse set of customers
Distribution management experience is required
Johnson & Johnson Private Limited (8080)