Territory Account Manager
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Job Description
Territory Account Manager selling Johnson & Johnson cataract medical devices and consumables. Managing surgeon relationships, sales targets, territory activity, inventory, and hospital channels in Tamil Nadu.
Responsibilities:
- Sell all cataract products within a defined territory, including Phaco Equipment, Intra Ocular Lenses, and Visco-Elastics
- Plan, organize, and implement selling activities aligned with the Johnson & Johnson Surgical Vision business plan
- Achieve or exceed annual and quarterly sales objectives
- Systematically cover surgeons in the designated territory according to customer segmentation criteria
- Develop, monitor, and correct sales activities to achieve targets
- Provide focused sales presentations to surgeons and surgery center support staff
- Develop customer relationships and provide expert product knowledge
- Conduct in-service training to ensure correct product usage
- Maintain market orientation and competitive knowledge
- Develop understanding of tender business and public and private hospital dynamics
- Communicate market-attitude changes regarding surgical and ophthalmic issues to management
- Prepare and submit online field activity reports and other requested reports
- Analyze sales reports and report sales variances in monthly commentary
- Manage field surgical assets, including IOL consignments, hand-held instruments, and loaner/demo equipment
- Work with management to reduce inventory levels and accounts receivable days
- Communicate Phaco inventory and service requirements to Sales Support staff
- Care for company property, practice cost containment, and comply with applicable regulations
- Adhere to environmental policy, procedures, and department environmental objectives
Requirements:
- Bachelor’s degree in Science, Commerce, Engineering (Electronics/Electrical/Instrumentation), or Optometry
- MBA is an added advantage
- Minimum 2–4 years of sales experience in the healthcare industry, preferably in medical devices and consumables
- Professional selling skills
- Time and territory management skills
- Ability to build relationships with internal and external customers, including doctors, KOLs, distributors, peers, and superiors
- Product knowledge in cataract products, including Phaco Equipment, Intra Ocular Lenses, and Visco-Elastics
- Customer Relationship Management (CRM)
- Market knowledge and competitive knowledge
- Understanding of tender business and public and private hospital dynamics
- Ability to prepare timely online field activity reports and monthly sales variance commentary
- Ability to manage surgical assets, IOL consignments, hand-held instruments, and loaner/demo equipment
- Ability to comply with local and government regulations pertaining to transportation, storage, control, and utilization of products
Benefits:
- Inclusive work environment
- Employee respect for diversity and dignity
- Commission-based sales role (Job Sub Function: Channel Sales – MedTech (Commission))
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