Institution Business Manager

Job description

Johnson & Johnson - Janssen, the pharmaceutical division of Johnson & Johnson, is dedicated to addressing and solving some of the most important unmet medical needs of our time in India, in oncology, immunology, neurosciences & analgesia, dermatology, infectious diseases and metabolic diseases in India. Driven by a strong commitment to the health and well-being of patients, Janssen India brings innovative products, services and solutions to people throughout the world. Janssen recognizes the impact of serious conditions on people's lives, and aims to empower people through disease awareness, education and access to quality care in six therapeutic areas.

Job Description:

Job Title (India Specific): Institution Business Manager
Sector: Pharmaceuticals
Job Location: Gurgaon

Position Summary: The position is an individual contributor and the incumbent will be responsible for contributing to registration and driving sales of J&J products in institutions, raising demand for J&J products, registration of new molecules and timely payments for supplies.

Job Responsibilities:
Chartering new growth avenue:
· Creates strategy to make aggressive entry and drive sales numbers and business for all the company brands in Govt./ Semi Govt. institutions across assigned region
· Contributes to registration in Institutions, namely Central Govt. (Ministry of Defense and Ministry of Health and Family Welfare), State Govt., Semi Govt. Public Sector Undertakings and Railways
· Scrutinizes the formulary for major institutions across the assigned region and takes steps to update J&J products in the formulary
· Liquidating stocks supplied in Government accounts.
Leveraging growth opportunities:
· Responsible for timely participation in tenders resulting in revenue generation and identification as well as appointment of Potential Institutional Distributors.
· Initiates and supports in process for registration of newer molecules in niche therapeutic segment
Engaging KOLs/ KDMs:
· Maps potential of territory and develops new KOLs
· Builds sustainable, long term relationships with Key Opinion Leaders in assigned territory
Collaborating with stakeholders
· Collaborates with trade sales teams to drive demand and recommendations for J&J products
· Works closely with distributors and collaborators to enhance J&J product purchase/ indents
· Work closely with third party to monitor sales liquidation and demand generation in public market accounts.
Financial Recovery:
· Responsible for ensuring timely payment for supplies made to institutions and adheres to all process requirements especially documentation for the same
Market Intelligence:
· Gathers market intelligence and shares the same with corporate business unit heads for mutual business goals

Desired profile

Qualifications :

Minimum required Qualification / Experience / Exposures
·  B. Sc./ B. Pharm (Post-Graduation in Management preferred)
·  At least 5 -7 years of experience in Pharmaceutical Sales including 2-3 years of experience in Institution Sales

Functional Competencies:
·  Strategy (Applying Level)
·  Selling (Applying Level)
·  Agility (Applying Level)
·  Area Management (Applying Level)
·  Market Knowledge and Compliance (Applying Level)
·  Financial Acumen (Applying Level)

Behavioral Competencies:
Must-have
·  Collaboration and Partnering (Applying Level)
·  Decision Making (Applying Level)
·  Influence and Impact (Applying Level)
·  Customer Insights (Applying Level)
·  Inclusion and Diversity Management (Applying Level)
·  Ethical Conduct (Applying Level)

Good to have
·  Change Management (Applying Level)
·  Risk Management (Applying Level)
·  Team Building and Development (Applying Level)
·  Coaching and Mentoring (Applying Level)

Key Working Relationships
Internal: Sales, Marketing, Medical Affairs, Supply Chain, HCC and Finance Teams
External: KOLs, KDMs, Distributors, Service Providers and Policy Makers

Indicative Reporting Structure
·  People reporting – None
·  Reporting to – Zonal Key Account Manager.