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Senior Sales Account Specialist

Bengaluru, KA
Job Code:
  • Retail & Wholesale
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Job Details

Achieves/exceeds sales targets for the Franchise within a designated territory, and in a manner consistent with the CREDO, company policy and goals. The Individual Contributor is responsible for closing the sale and positively impacting customer's satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. Responsibilities/ Accountabilities1. Sales TurnoverSell franchise products within a territoryProvide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectivesAnalyze sales reports to identify opportunities, recognize routine problems; analyze causes and recommend solutionsAble to negotiate and close sales in routine situations, and with guidance when handling more complex dealsParticipate in Trade Displays and Conference when required2. Territory ManagementDevelop understanding of customer needs to identify sales opportunitiesIdentify tender/contract opportunities and work with colleagues to deliverWith guidance, develop an effective and efficient territory planWork with retailers and ensure that they are brand ambassadors for our productsIdentify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions3. Customer In-service Education & TrainingWork with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectivelyDevelop and maintain strong relationships with all levels of customersWith assistance, co-ordinate and deliver in-services education sessionsAdvise marketing on customer's in-service education resource needs4. Key Account ManagementWith guidance, prepare a plan to optimize key account development and sales growthIdentify and document key customers and decision makersBe aware of Key Account strategies for growthIdentify and optimize cross selling opportunities and work with managers/colleagues to realize theseProvide customer support on inventory, within company guideline5. Product & Market KnowledgeDevelop understanding and continually enhance personal understanding of product's features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-usersAble to demonstrate application/usage of products and differentiate them from competitor's productsDevelop understanding of competitive products, their features-advantages-benefitsGather information on current practices, behaviors and attitudesVigilantly obtain usage data of all trained surgeons and monitor adoption6. Distribution ManagementDevelop/implement distribution network for assigned territoryEnsure distributor health is as per agreed guidelines7. Expense, Equipment and SamplesJudiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivitySeek prior approval for budget variationsWork within sample issue and co-ordination guidelinesAgree expense budget/guidelines with immediate ManagerPlan sample and expense utilization to optimize usage while remaining in budget8. Self-DevelopmentIdentify specific actions to improve job performance in specific areasParticipate in nominated training programsActive self-learning strategies to maintain knowledgeFocused effort to achieve high levels of performance in knowledge tests and competency assessments related to trainingEffectively apply new learning on the job.9. Corporate Ethics and GovernanceMaintain a responsible and ethical approach while actively pursuing business outcomesConduct business within ethics and values expressed in CredoRelationship with customers based on high ethical standardsQualificationsAny Graduates. MBA candidates would be preferred.A minimum of 4 years selling experience in Healthcare industry required.
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 2-3


Accounting/Financial Products | Channel Sales | Corporate Sales | Relationship/Account Servicing
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