Territory Manager

Relationship Building, Sales Presentations, Territory Management
March 18, 2024
Full Time

Job Description

About the job

Title Territory Manager

This information is confidential to Johnson & Johnson. The user is responsible for using the appropriate version of this document.

Document Owner: Area Sales Manager

Owner Signature: _ Date:

Position Title(s)

Territory Manager

Position Summary

Responsible for the sales of all Cataract products within a defined territory that includes Phaco Equipment, the entire range of Intra Ocular Lenses and Visco-Elastics. The incumbent is expected to plan, organize and implement selling activities in line with the plan for the Johnson & Johnson Surgical Vision (JJSV) business and achieve or exceed the annual and quarterly sales objectives using professional selling skills, time and territory management and the efficient use of promotional material consistent with marketing objectives.

Should be good at building relationship with internal and external customers (Doctors/KOLS/Distributors/Peers and Superiors).

Adheres to environmental policy, procedures, and supports department environmental objectives.

Essential Functions / Responsibilities

Main areas of responsibility:

Sales Target

Attains or exceeds the budgeted sales objectives for all nominated JJSV products. Systematically covers all surgeons on designated territory as per the minimum criterion set for the segmented customers. Responsible for developing, monitoring sales activity and implementing corrective actions to achieve targets!

Selling Skills & Professionalism

Provides focused sales presentations and develops relationships with surgeons and surgery center support staff. Provides expert product knowledge to customers and carries out in-service to ensure correct usage of JJSV products. Develops and maintains a strong market orientation, builds JJSV competitive knowledge, develops a complete understanding of the tender business and public and private hospital dynamics. Communicates with management on changes in market attitudes about surgical/ophthalmic issues!

Territory Management

Prepares and submits on a timely basis, online field activity reports on the organization provided tool that comply with reporting requirements for the territory and other reports requested by the

Title Territory Manager

This information is confidential to Johnson & Johnson. The user is responsible for using the appropriate version of this document.

manager. Attends and participates in sales and industry meetings. Analyses sales reports and reports on sales variances in monthly commentary.

Inventory & Asset Management

Effectively manages surgical assets in the field such as IOL consignments, hand held instruments, and loaner/demo equipment. Works with management to reduce inventory levels and accounts receivable days. Ensure that all Phaco inventory and service requirements are effectively communicated to the relevant Sales Support staff. Cares for all company property, practices cost containment, complies with all local and government regulations pertaining to transportation, storage, control and utilization of products.

Qualifications

III. Minimum education required for competent performance:

A Bachelor’s degree in Science/Commerce/ Engineering (Electronics/ Electrical/ Instrumentation) or Optometry.

MBA will be an added advantage

Minimum 2 – 4 years sale experience in the healthcare industry preferably in medical devices and consumables.

SUPERVISION / AUTHORITY

VII.

Indicate below by placing an X next to the level of responsibility, if any, for directing the work production of others. This level of responsibility must be a reflection of the job itself, not the specific incumbent (select one).

  • Give no supervision to others.
  • Have lead responsibilities for one or more employees.
  • Responsible for work flow production, training of new employees on covered jobs, answering job-related questions in one or more areas.
  • In addition to “C”, assist in reporting on performance, recommending advancements, implementing new or changed procedures. Generally recognized as Group Leader or Assistant Supervisor.
  • Have full, direct supervisory responsibilities for a department or function.


Title Territory Manager

This information is confidential to Johnson & Johnson. The user is responsible for using the appropriate version of this document.

VIII.

SUPERVISOR COMMENTARY: It is important that you review each position description thoroughly. Please indicate below by placing an X by the paragraph which most closely reflects the degree to which supervisory control is exercised over the performance of the job: X

  • How work is done and work progress are checked under close supervision and/or clearly defined procedures.
  • Under supervision, carries out general instructions in accordance with standard practice. Requires some initiative and judgment. Actions checked periodically.
  • Under general supervision, works within established guidelines and has flexibility as to method, priority and timing of job duties. Requires some JJSVunt of initiative and judgment.
  • Under general or minimum supervision, performs duties in terms of stated objectives. Generally works out details within broad guidelines and exercises considerable initiative and judgment.

Note

Responsibilities and accountabilities will vary for all positions and the scope of individual roles may not be limited to the contents of this position description. Procedures will define responsibilities from time to time and each manager is responsible for complying with these processes, which supplant any responsibility outlined within. As such, adherence to company procedures is also a responsibility of any roles encompassed within this Job Position Description.