Johnson & Johnson Careers

Senior Key Accounts Manager

Kolkata, India
Marketing


Job Description

Requisition ID: 1905743845W

Job Title:

Senior Key Accounts Manager
 

Job Profile:

Senior Key Accounts Manager
 
ORGANIZATION

Job Family:

Sales

Job Sub-Family:

Sales
Division:
JJSV

JOB SUMMARY

 

Responsible for territory sales targets, planning & organizing field working pattern, building relationship with internal & external customers (Doctors/ KOL’s / Distributors / 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 IOL/OVD/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 RM to develop and strengthen relationship with some of the Key Opinion Leaders of his assigned state/territory.

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

CORE JOB RESPONSIBILITIES

 

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 - IOL / RIOL/OVD

 

Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 cold

calls.
 

Develop minimum 10 new customers who are currently using non imported

foldable IOLs in a year.

 

Develop minimum 5 competitor customers to JJSV fold with minimum sales of 

INR 5 Lacs each per annum.

 

Upgrading minimum 10 existing JJSV users to High End products.

 

Should attend OTs regularly to understand customer needs, ensuring

customer’s 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.
 

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

Development
 

Developing Sound Product Knowledge; to be evaluated on marks scored in

monthly technical test & 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 JJSV 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.

Data Recording & Analysis
 

Keeping update on competitor product feedback – product pricing & product

range, marketing strategy and market activity feedback.

 

Keeping record of JJSV secondary / tertiary sales in the market. Working

closely along with distributors to ensure adequate stock availability and

providing hassle free services to the customers.

 
Keeping record of JJSV installation base.

Qualifications

Minimum Education

A Bachelor’s degree in Science/Commerce/Engineering(Electronics/Electrical/Instrumentation) or Optometry. MBA will be an added advantage

 

Education Level

Major/Field of Study

Bachelor’s Degree

Graduation/Engineering/Diploma/Optometry
 
 
MINIMUM WORK EXPERIENCE
Experience

Experience Details

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.

 

Primary Location
India-West Bengal-Kolkata-
Organization
Abbott Medical Optics Private Limited (8078)
Job Function
Marketing
Requisition ID
1905743845W