Job Description
Regional Sales Manager – Mumbai – Biosurgery
Caring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. Johnson & Johnson embraces research and science to bring creative ideas, products, and services that advance the health and well-being of people.Over 130,000 employees worldwide combine heart, science, and ingenuity to positively impact global health. Johnson & Johnson Medical Devices Companies use scale, experience, and innovation to reinvent healthcare delivery.Focus on helping people live longer, healthier lives through patient- and physician-centric solutions.Combines expertise in surgery, orthopedics, vision, and interventional solutions with advanced technology.Continuously works to elevate standards of care, expand patient access, improve outcomes, reduce healthcare costs, and drive value.Delivers people-centered healthcare that helps patients recover faster and live healthier lives.
Position Details
- Position Title: Regional Sales Manager – Biosurgery West
- Role Type: People Leader
- Department / Franchise: Sales / Ethicon Wound Closure and Biosurgery
- Sector: Medical Devices
- Location: Mumbai
- Reporting To: Sr. Business Manager – Biosurgery
Role Overview
- Lead a team of Biosurgery Specialists to achieve and exceed sales targets in the West region.
- Ensure business activities align with the Johnson & Johnson Credo, company policies, and goals.
- Demonstrate expert knowledge of assigned products and strong understanding of other J&J offerings.
- Maintain in-depth understanding of customer needs, competitive landscape, and market trends.
- Build long-term customer relationships across all levels of management.
- Establish Johnson & Johnson Medical as a preferred supplier through trust and performance.
- Plan, assign, coach, motivate, and manage team members while owning overall team results.
Sales Turnover Responsibilities
- Sell franchise products across assigned territories and market segments.
- Contribute to regional business planning through execution of franchise strategies.
- Provide weekly and monthly sales action plans aligned to account-level objectives.
- Anticipate sales gaps and implement corrective actions proactively.
- Negotiate and close complex deals with key accounts and customers.
- Organize and lead trade displays and conferences when required.
Territory Management Responsibilities
- Conduct SWOT analysis for assigned territories.
- Develop and execute sales strategies to achieve targets.
- Set realistic monthly, quarterly, and annual sales objectives by account and product group.
- Identify sales opportunities through deep understanding of customer needs.
- Manage tender participation for State and Central Government institutions.
- Actively pursue and manage contract opportunities.
- Maintain and grow market share as per business plans.
- Drive expansion of challenging territories and conversion of difficult accounts.
- Identify and develop new market segments.
- Support development of promotional materials for sales calls.
- Leverage internal J&J resources effectively to achieve sales objectives.
- Apply expert selling skills and coach team members to improve performance.
Customer In-service Education and Training
- Build and maintain strong relationships with customers at all levels.
- Identify and develop Key Opinion Leaders and implement engagement plans.
- Enable adoption of new procedures through targeted training programs.
- Identify and address professional education needs proactively.
Product and Market Knowledge
- Maintain expert knowledge of product features, benefits, usage, anatomy, physiology, and procedures.
- Gain insights through hands-on experience, training, and interaction with key end users.
- Maintain detailed understanding of competitors’ structure, strengths, and weaknesses.
- Analyze market trends and implement strategies to address threats and opportunities.
- Share competitive insights and counter-strategies with colleagues.
- Develop differentiation strategies to influence customer preference toward J&J offerings.
Expense, Equipment, and Sample Management
- Manage accounts receivable and operating expenses responsibly.
- Control travel, promotional, and entertainment expenses within approved budgets.
- Seek prior approval for budget variations.
- Ensure compliance with sample issuance and coordination guidelines.
- Align expense planning with immediate manager.
- Optimize sample utilization while remaining within budget.
People Management
- Set clear goals and performance expectations for team members.
- Lead and motivate the sales team to drive results.
- Conduct regular monthly and quarterly performance discussions.
- Create and monitor development plans for all team members.
- Complete annual performance evaluations.
- Share field visit feedback with team members consistently.
Process Management
- Ensure compliance with franchise processes such as Omnipresence reporting.
- Ensure timely procedure updates and HCC closures.
- Ensure submission of sample utilization reports.
- Drive participation in Axonify and other required platforms.
Self-Development
- Identify areas for self-improvement and take corrective actions.
- Participate in nominated training programs.
- Engage in continuous self-learning.
- Achieve high scores in knowledge and competency assessments.
- Apply new learning effectively in day-to-day responsibilities.
Corporate Ethics
- Conduct business responsibly and ethically while achieving results.
- Follow ethics and values outlined in the Johnson & Johnson Credo.
- Maintain high ethical standards in all customer interactions.
Qualifications
- Science graduate is mandatory.
- Management degree is an added advantage.
- Minimum 7+ years of experience in sales or marketing, preferably in Medical Devices.
- Minimum 2+ years of people management experience with a proven track record.
- Proficiency in local language(s) and English is required.
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