Trade Marketing Manager

Job Description


Caring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products and services to advance the health and well-being of people. Every day, our more than 130,000 employees across the world are blending heart, science and ingenuity to profoundly change the trajectory of health for humanity. In India, Johnson & Johnson operates as a single legal entity and consists of the 3 strategic business units: Consumer Products, Pharmaceuticals and Medical Devices & Diagnostics, which are independently managed and report into their respective Global business segments. J&J Medical India (JJMI) is the market leader in the Medical Company Position & Person profile Johnson & Johnson Medical India 3 Devices & Diagnostics Industry in India. It is in the business of caring and providing solutions to doctors, patients and nurses. It comprises of multiple Franchises (Strategic business units) providing healthcare solutions across Vision Care, Orthopaedics, Infection Prevention, Wound Management, Women's health, Minimally invasive surgery, Circulatory disease management, and Blood glucose monitoring and insulin delivery. : J&J Vision care team is hiring for Trade Marketing Manager based in Mumbai. This role will be: Responsible for building relationship with customers and for developing the business in a district/territory/region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, expanding into new territories and establishing new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge for the products responsible, and a good understanding of other J&J products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Through effective leadership, inspires, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in J&J Vision as a preferred supplier. Key Responsibilities: 1. Business Financial Results Sell franchise products within a India Understand customers' needs and market potential, and set direction, strategies and plans to expand market and realize market potential Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements Analyze sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments 2. Trade Marketing Management - Pan India Deliver sales Number Pan India Launch Plan for the product -Pan India Recruit, Train and build a strong sales team Setup and Handle Entire Trade Marketing Activities. Expand distribution Network in GT, Modern Trade & E-commerce Increase distribution network Handle Institution Sales Build Strong customer relationship Develop annual multi-channel plans across Wholesale, Retail, Modern trade Accounts, Ecommerce, SSS stores Manage large stake holder teams consisting of Regional sales managers, MT manager & Area Sales Managers Designing of Customer Loyalty Program. Create an effective Sales distribution structure Implement, track & improve market hygiene parameters: Coverage, Productivity Design, execute & monitor all BTL activations Monitor the BTL spends, develop ROI metrics to determine the most efficient avenues of investment Drive efficiency programs to reduce secondary manpower cost Develop retailer programs to ensure engagement & same store growth Market credit reduction through optimal stocking mechanisms & relevant assortment adoption Reduction of market return & damages Design, own and conduct the S&OP process Recommendation of Products for business turnover feasibility In-depth understanding of current and future customers' needs and translate them into sales opportunities Direct the expansion of new accounts and account conversion Work in the field with each supervisor to achieve effective coverage of key accounts maintain high level of customer rapport and reinforce company's commitment to superior customer services Analyse competitive market environment base on thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities and weakness, as well as thorough knowledge of customer's support and preferences for competitive products and services Based on customers short- and long-term needs, competitive threats/environment, and current and future market trends, conduct SWOT analysis for the territory responsible Based on results of SWOT analysis, set direction, strategies and plans for the territory/region/key accounts, to achieve dept/functional goals communicate plans and ensure they are understood by the team and related sales/marketing groups Develop a sales plan for each supervisor from the marketing plan set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets 'Coach supervisor/individual contributor in the development of : - an effective and efficient territory account coverage plan and customer call plans - the development/implementation of key account strategies and plans for growth' Conduct regular account team reviews as a basis for challenging and improving both short- and long-term strategies and action plans Has expert knowledge of sales process and expert selling skills to make effective sales call, to teach others and to improve current selling process In-depth understanding of internal organization resources, priorities and needs, relating to the business operations and achievement of sales plan 3. Customer Satisfaction Develop and maintain strong relationships with all levels of customers to achieve high levels of customer satisfaction Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes Direct the development/implementation of strategies and plans to increase customer satisfaction, confidence and loyalty Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company value-added services Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve performance Ensure compliance with the 'Customer Complaints Procedure' customer issues/ complaints are attended to promptly and professionally to customer's satisfaction Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties 4. Internal Business Processes Manage internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed Optimize sales results through close alignment and cooperation with Franchise Marketing groups Use internal resources and own working knowledge of supply chain processes and principles of Health Economics as a basis for identifying opportunities for service innovation Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization Work with/involve appropriate functions when developing sales incentives programs 'Prepare and submit territory budget, including selling & marketing expenses Seek prior approval for budget variations' Establish territory expense and revenue budgets for supervisors and monitor to ensure compliance Judiciously manage operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity Manage appropriate utilization of resources and equipment Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements Monitor customer credit worthiness to achieve accounts receivable objectives ensure accounts receivables are monitored and managed to achieve objectives Monitor inventory level to meet inventory level objectives ensure inventory levels are adequate in major product categories in accordance with inventory objectives Develop/implement distribution network for assigned territory 5. Corporate Ethics Communicate to sales team, their individual responsibility towards the CREDO Participate in company's Credo programs 'Manage business within ethics and values expressed in Credo while actively pursuing business outcome' Relationship with customers based on high ethical standards 'Communicate to Product Specialists and implement company policy and procedures on health and safety' Qualifications Education and Experience: Post-graduation diploma in Business Management 20 years + of work experience. Experience and Skills: Able to develop and execute professional strategies that is align with country business objectives Candidate with strategic mind and analytical capabilities will be preferred People management skills - supervise & Collaborate with team Strong Key Stakeholder Management engagement across country and region - Develop and Maintain relationship Strong Business Acumen Strategic Mindset Outstanding presentation & training skills. Excellent verbal and written communication skills. Analytical skills. Budget management skills. Strong ethics and objectivity Competence in business/technical English (written and verbal) Primary Location India-Maharashtra-Greater Mumbai- Organization Johnson & Johnson Private Limited (8080) Job Function Sales Requisition ID 2206021980W

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