Senior Key Accounts Manager- Government Business

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

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Job Function:

MedTech Sales

Job Sub Function:

Capital Sales -- MedTech (Commission)

Job Category:

Professional

All Job Posting Locations:

Delhi, Delhi, India

Job Description:

 

JOB POSITION DESCRIPTION:    Sr. Key Accounts Manager – Govt Business

 

H.Q: Delhi

Position Title(s): Sr Key Accounts Manager – Govt Business

POSITION SUMMARY

Responsible for Govt Sales management in assigned territory. Conceptualize and execute strategy for optimum utilization of resources and track the sales project in Public Healthcare Institutions or PSUs. Adheres to environmental policy, procedures, and supports department environmental objectives. 

 

ESSENTIAL FUNCTIONS / RESPONSIBILITIES

Main areas of responsibility:

Achieving sales Objectives

• Ensuring achievement of Annual Sales Targets from assigned area.

• Ensuring the 100% achievement of right product mix and overall achievement on quarterly basis.

Govt Projects – Planning & Execution (Evaluation for Participations in Government Tenders).

• Thorough knowledge of government tendering and buying Process.

• Evaluation for Participations in government Tenders.

• Understanding of hierarchy at government authorities of Public Health Sector.

• Ability to Communicate and reach at Highest Level in Public health Institutions – decision makers/policy Makers and KOLs.

• Coordination with internal & external Stakeholders.

• Coordination with Regulatory, Legal, Finance & trade Business team to generate business from Govt sector as per the policies.

• Manage Distributor/Channel Partner Network and Relationship Management with Key Policy/Decision Makers in respective central or state govt healthcare institutions.

• Work for the localized/customized marketing strategies and training activities for Govt KOLs and users. 

 

 

Monitoring SOP’s for clean business practice from Govt sector.

• Ensure implementation and monitoring of JJSV Tender Business SOP.

• Ensure 100% adherence to HCC Policy.

• Ensure thorough understanding for distributor/channel Partners on compliance and HCC.

 

Represent & protect JJCV’s interest business in Govt’s Business forum/seminar.

• Ensure that KOLs/User delight with services and products of JJSV.

• Appropriate utilization of marketing inputs/activities to ensure desired outcome.

• Analyze periodically for the coverage and performance with Local Team Colleagues to

ensure desired outcomes as per potential of the territory.

• Continue to develop and maintain a healthy and winning team spirit

• Ensuring coordination with business owners e.g Area Manager & RMs, Refractive Team team to maximize lead generation and productivity in these segments of Ophthalmology.

 

Reporting and Coordination

• Maintaining reporting discipline and timely submission of Monthly/Weekly Work Reports, Funnel, Demo planning, Sales Report & Forecast, expense statements.

 

Data Recording & Analysis

• Ensuring analysis of the sales achievement and taking corrective actions wherever required.

• Ensure healthy AR and EMD/PSBG recoveries.

 

Qualification & Experience

• Minimum education required for competent performance: Graduate in any discipline from reputed institute/ university.

• Minimum 7-8 years of professional sales experience in healthcare industry, preferably from Ophthalmic background.

 

 

 

Required Skills:

 

 

Preferred Skills:

Analytical Reasoning, Brand Positioning Strategy, Business Behavior, Competitive Landscape Analysis, Confidentiality, Customer Centricity, Customer Experience Management, Execution Focus, Financial Reports, Market Opportunity Assessment, Presentation Design, Problem Solving, Product Knowledge, Sales Channels, Strategic Sales Planning, Sustainable Procurement, Vendor Selection