Strategic Account Specialist

1 semana atrás

Recife, Pernambuco, Brasil Johnson And Johnson Tempo inteiro

Johnson & Johnson is currently seeking a Strategic Account Specialist ( Cataract Surgery Devices) to join our VISION TEAM located in RECIFE.

At Johnson & Johnson,we believe health is everything.

Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions are personal.

Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity.

Learn more at The Strategic Account Specialist is responsible for strategic plan implementation in Key Accounts achieving J&J Surgical Vision product sales to achieve sales objectives and ensure the market penetration.

It's focus to Strategic Account Specialist establish medium / long time relationship with consultive view, building solutions to add value and create loyalty.

Applies advanced negotiating techniques and a consultative approach with customers and internal stakeholders, to compliantly create measurable short, middle and long-term value that leads to mutually beneficial outcomes.

Integrates business acumen, data analytics, and knowledge of JJSV and customers businesses to translate insights into business solutions.

Leverages knowledge of the healthcare environment, marketplace, and competitive landscape to identify future market forces and develop stakeholders networks to position JJSV as the partner of choice.

This job is eligible for sales incentives/sales commissions.

Is this role you will be responsible for :

  • Accomplish established sales targets and market share objectives.
  • Create and implement the tactical plan to achieve the territory's sales goals and increasing market share. Perform monthly reports of actions taken for peers.
  • Negotiate prices of products / equipment and establish contracts with hospitals / clinics / HCPs within current policies.
  • Implement marketing and market development strategies in the specific territory.
  • Deliver product and technology presentations with a focus on the customer and the product, differentiating them from competitive products and providing the customer with unique insights.
  • Develop customer-focused product and service presentations and packages.
  • Carry out Professional Education activities (ProfEd) to increase the knowledge of health professionals.
  • Serve hospitals / clinics / HCPs in a specific territory, performing technical visits and clinical support to keep customers informed and trained on equipment, products, technologies and services.
  • Perform contract management activities, ensuring their performance and complying with current policies.
  • Provide information regarding opportunities and sales forecast regarding products and equipment for business planning.
  • Collaborate with other departments of the company, capturing and providing information that can potentially impact the business, whether market and competitor information, among others.
  • Segment and manage assigned territory while operating within an assigned budget (budget).
  • Conducts in-service of products and equipment to ensure their effective use, product reviews and new product launches.
  • Create and develop strong relationships with customers in the territory, including, but not limited to, physicians, nurses, technicians, purchasing and administrative personnel.
  • Keep records of all activities / visits planned and executed and results for customers in your territory in the CRM platform.
  • Perform in accordance with country and company regulations, policies, procedures and standards.
  • Use consultative selling techniques to identify potential sales opportunities within the account.
  • Make the customer experience unique in relation to JJSV, managing and knowing their expectations and needs, working with colleagues and support areas to promote a high level of service and innovative solutions, in addition to sharing best practices to increase value for the clients.
  • Drive collaboration and keep lines of communication open and meaningful in all responsibilities assigned with the commercial / capital sales / customer service team and other internal and external partners to formulate possible solutions.
  • Keep up-to-date on the Company's Product Instructions for Use (IFU), best practices and technical troubleshooting, as well as relevant clinical scientific literature and new product information.
  • Prioritize and appropriately respond to requests in a high-stress environment.
  • Maintain your composure and focus on problem solving during stressful interactions.
  • Taking on difficult conversations with internal and external stakeholders and formulating solutions based on the dialogue and input gained during the session.
  • Perform administrative work including managing account documentation, compliance training requirements, expense reporting, secure fleet in accordance with company guidelines.
  • Apply sales process knowledge, product portfolio and customer knowledge to improve sales results.
  • Guide and assist surgeons in the operating room through their clinical and product expertise.
  • Perform complete territory-specific account management, including but not limited to, invoicing, consignment, contracts, accounts payable, effective tracking of company equipment and assets.
  • Perform data analysis on tools provided by the company (eg, product portfolio, product usage, order frequency) to identify customer needs and sales opportunities, creating insights to build the account's tactical plan.
  • Builds and develops relationships with assigned customers with regular and effective follow-up either in person, by phone, email and videoconference.
  • Manage customer relationships and drive sales into a territory, serving as the primary point of contact for assigned products.
  • Structured and effective scheduling of visits according to customer segmentation and short (daily / weekly), medium (quarterly) and long (annual) term goals.
  • Promote and guide customers through our ordering system for effective order handling.
  • Provides orientation to new commercial team members as requested.
  • Supports the commercial team in retaining and penetrating current customers, while supporting product conversions/adoption of new technologies by new customers
  • Exercise leadership through influence, promoting an inclusive environment, maintaining good communication and interpersonal relationships, with active listening and interpretation of unconscious biases
  • Have deep knowledge of the ophthalmology clinical and surgical practice, ensuring a strong connection and trust relationship with HCP and KOL
  • Have deep knowledge of the ophthalmology market and health ecosystem ensuring the proposal of innovative solutions based on value based care and health economics models for customers and patients.
  • Prioritizes resources to offer differentiated services to strategic customers / accounts
  • Work directly with key influencers and decision makers in strategic accounts, promoting clinical development and support for unknown needs
  • Creative Problem Solver- Ability to think quickly and carefully to find solutions to unexpected problems
  • Perform account diagnosis, with a consultive view, building solutions to add value and differentiate JJSV as the main strategic partner
  • Know and follow all laws and policies that apply to work and maintain the highest levels of professionalism, ethics and compliance at all times.
  • Diligently participate in our compliance program-related activities as directed by your supervisor or our Healthcare Compliance Officer. Promote and nurture the highest standards of professionalism, ethics and compliance and actively support our initiatives, programs, training and activities related to compliance programs.

Education:

  • Minimum of a bachelor's degree (mandatory)
  • Postgraduate degree is desirable but not mandatory
  • Intermediary /

Advanced English Required:

  • - 8 years of B2B and/or medical sales experience OR any equivalent combination of sales and/or industry experience from which comparable knowledge and skills have been gained
  • Excellent interpersonal skills, competitive selling technique, business acumen, organizational skills, complexity management, oral and written communication skills
  • Process orientation, attention to detail and practical approach
  • Customer focus and relationship building skills
  • Resilience and adaptability to deal with unforeseen events throughout the day
  • Ability to work in a team and self-management skill
  • Effective execution of field activities demonstrating proactivity, empathy and ease in the relationship with internal and external customers
  • Excellent listening, written and oral communication skills, which lead to appropriate questioning, accurate communication and influencing skills.
  • Focused on innovation, being adaptable and questioning, with strategic and consultative thinking * Experience in new business strategies
  • Availability to travel
  • It is essential to have a Type B vehicle driver's license
  • It is essential to reside where the vacancy is located Desirable:
  • Good organizational skills, along with the ability to deliver impactful business presentations with positive results, are required.
  • Business Acumen, clinical and procedural excellence, product expertise and experience in new product introductions
  • Market vision and ability to propose new solutions
  • Analytical and strategic sense
  • Excellent organizational and multitasking skills
  • Knowledge of Excel, Word, PowerPoint programs

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