Johnson & Johnson Careers

Territory Manager Surgical Vision, Permanent Contract

Pratica Di Mare, Italy
National Accounts

Job Description

Requisition ID: 1805688678W

Territory Manager – Surgical Vision - Permanent Contract

Johnson & Johnson is an American multinational company founded in 1886, a world leader in the development of products and devices for surgical therapies and pharmaceutical companies, as well as in the marketing of consumer products for personal hygiene, and is organized into three business segments: Pharmaceutical, Medical, Consumer.
Every day more than 120,000 employees work in 250 companies of the Group, located in 60 countries.

In Italy there are all the three sectors, each of which represents one of the segments mentioned above:

- Janssen Spa (Pharmaceutical Sector):
Marketing Company: Milan
Plant: Borgo San Michele (Latina)
- Johnson & Johnson Spa (Consumer Sector):
Marketing Company and Plant: Santa Palomba (Rome)
- Johnson & Johnson Medical Spa (Medical Sector):
Marketing Company: Pratica di Mare (Rome).

For our Medical Devices segment we are looking for candidates to be hired as Territory Manager for the Surgical Vision product portfolio in the following working area:

- 70 % focus on Emilia Romagna
- 30% Italy (selected regions)

The Territory Manager is:

• Responsible for achieving sales, profit and market shares targets for the different product lines and focus products in Medical Device, in line with corporate compliance and shared commercial strategies with its Area Manager , Sales Management and Marketing Team.
• In charge of presenting technologies and products to target customers and supporting the correct use of tools and products to plan, organize, manage product promotion and activities assigned in the area of expertise in the operating room.
• In the management of its activities constantly interfaces with other colleagues on field (agents, distributors, other reps) sales support functions such as: Compliance, Tender and Offers functions, Professional Education, Technical Service, Customer Service Commercial Excellence.

Key activites:

• Guarantee to the doctors / surgeons a clinical support of products to be promoted in the operating room
• Respect financial and market objectives in the area of competence: sales, ASP and floor, target market shares and growth, compared to the budget set by the Sales Department
• Analytical reading of the tender specifications with technical decoding of products, technical reports on the basis of public tender tenders and during negotiations with private entities, including the price strategy shared with the Sales Manager
• Promote the launch of new products at selected customers in line with company strategic guidelines
• Implement local initiatives / activities / events / projects in compliance with budget, together with the Sales Manager
• Daily management and data maintenance (number of visits, competition ...) in the corporate CRM, updating territory mapping
• Use the clinical literature provided in advance by the marketing team to manage customer objections, strategy towards competition, effectively during the product promotion phase
• Presence at scientific and congress events at local/ national / international level
• Responsible for demos in the operating room, clinical and administrative part,
• Active participation at business projects in terms of synergies across businesses ex. Proctor project on LCS and REF and TearScience, shared with the Sales Manager
• Management of the company process such as: opening and managing complains and consignment in line with company procedures

Preferred Requirements

• Preferably scientific degree or equivalent experience of at least five years in the role and in eye market ;
• Experience in sales and promotion of Health Care products in Medical Device, ideally in Ophthalmology;
• Residence in Emilia Romagna highly preferred; alternatively in Tuscany or Rome
• Knowledge of sales dynamics in the healthcare care environment combined with a knowledge of products in the reference market;
• Good knowledge of administrative-legal aspects for the preparation of tenders and negotiations at public facilities;
• Good teamwork skills;
• Good communication and listening skills, good communication and relational skills;
• Good knowledge of English (written and spoken), knowledge of the Office package

High add Values

• Customer Focus attitude;
• Ability to work in high demanding and varied team ( i.e Distributor market, External sales force) with results orientation, and proven effectiveness in managing sales force made up of experienced agents
• Strong passion for their work and results: commitment, energy, ability to work under pressure in achieving important results and overcoming obstacles, with an action-oriented approach
• Problem solving: ability to simplify problems and respond effectively in unclear situations
• Authentic and honest person who inspires trust in others and promotes it within the team.

Primary Location
Italy-Lazio-Pratica Di Mare
AMO Italy s.r.l. (7179)
Job Function
National Accounts
Requisition ID