Synthes GmbH
District Account Manager
The role will be responsible for Sales of Trauma products like Implants, Instrument and Power Tool to achieve/exceed sales targets for DS Trauma 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 satisfaction. Has thorough knowledge of the products responsible, and maintains a good understanding of customers’ needs, as well as competitive developments in the marketplace. Develops long-term positive customer relationships, building loyalty and confidence in J&J Medical as a preferred supplier. This role requires the ability to manage priorities between business divisions and managers to deliver business objectives.
Illustrative Responsibilities:
Sales Turnover
- Sell franchise products within a territory and achieve sales targets.
- Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives.
- Analyze sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions.
- Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals.
- Participate in Trade Displays and Conference when required.
Territory Management
- Develop understanding of customer needs to identify sales opportunities.
- Identify tender/contract opportunities and work with colleagues to deliver.
- With guidance, develop an effective and efficient territory plan.
- Work with distributors and ensure that they are brand ambassadors for our products.
- Identify and train surgeons on modern technology and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions.
Customer In-service Education & Training
- Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively.
- Develop and maintain strong relationships with all levels of customers.
- With assistance, co-ordinate and deliver in-services education sessions.
- Advise marketing on customer's in-service education resource needs.
Product and Market knowledge
- Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users
- Has thorough information on competitor's structure, culture, workforce, distribution, capabilities, and weaknesses
- Analyze market trends, identify threats and opportunities, and recommend and implement strategies and plans to address them.
- Share competitive information and suggestions for countering competitors with colleagues.
- Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings.
Expense, Equipment and Samples
- Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.
- Seek prior approval for budget variations.
- Ensure compliance of team to sample issue and co-ordination guidelines
- Agree expense budget/guidelines with immediate Manager.
- Plan sample and expense utilization to optimize usage while remaining in budget.
Self-Development
- Identify specific actions to improve job performance in specific areas.
- Participate in nominated training programs.
- Active self-learning strategies to maintain knowledge.
- Focused effort to achieve high scores in performance in knowledge tests and competency assessments related to training.
- Effectively apply new learning on the job
Corporate Ethics
- Maintain a responsible and ethical approach while actively pursuing business outcomes.
- Conduct business within ethics and values expressed in Credo.
- Relationships with customers based on high ethical standards.