Dualto Specialist - Zonal Account Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions 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 https://www.jnj.com

Job Function: MedTech Sales

Job Sub Function: Capital Sales -- MedTech (Commission)

Job Category: Professional

All Job Posting Locations: Mumbai, India

Job Description: Role Overview: We are seeking a highly motivated and experienced Dualto Specialist to lead the end-to-end sales process for high-value capital equipment. This role requires a strategic thinker and executor with a proven track record in selling new technologically advanced high-end capital solutions, managing both internal and external stakeholders and driving revenue growth in a competitive market. Experience of new launches, shaping therapy, creating new segments by working with key opinion leaders is advantageous.

Job Description: Position Title: Dualto Specialist Role Type: ICs

Department Name / Franchise: Advanced Energy and Surgical Stapling / Surgery

Sector: MedTech

Position Location: Mumbai

Geography Coverage: Govt Accounts for Western Region

Reports to (Title): Dualto National Lead

Product Overview: Dualto, Total Energy System, contains basic, advanced and ultrasonic Energy technology to meet surgical spectrum.

Customer Segmentation : Corporate Hospitals, Private Standalone Hospitals, Govt Medical Colleges, Government Hospitals. Small Hospitals.

Key Responsibilities:

• The core responsibility is exploring existing Energy platform users of JnJ & Competition & creating a new customer base for this new energy solution by building Capability & Capacity enhancement for Dualto Energy System
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• Create awareness of Dualto Energy portfolio solutions and facilitate information channel between accounts and the key decision-makers to drive capital and corresponding consumable business.
• Remain current on Dualto products instructions for use (IFU), methodologies, technical troubleshooting and relevant scientific clinical literature and new product information. Lead clinical discussions with key product indications for optimal use
• Work closely with AESS sales team. Share knowledge and train them on this new product training.
• Work on lead generations and systematically track the lead opportunities into closures.
• Create a plan to grow Key Accounts and optimize development. Document key customers and decision-makers. Align with Key Account strategies and identify capital selling opportunities.
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• Continuously improving understanding of product use and medical procedures. Demonstrate product applications and highlight differentiators. Understand and compare competitive products.
• Collaborate with internal partners, to develop and grow mutually beneficial customer relationships within and beyond the OR, including, but not limited to Surgeons, Biomedical staff, nurses, technicians as well as hospital administrators and staff.
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• Responsible for proper and effective demo & improving customer case support capability through efficient planning and scheduling techniques, driving collaboration, and maintaining consistent, open lines of communication with all team members both internal/external.
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• Train surgeons, Nurses, OT Technicians, Biomed Engineers on new technologies via consult-in-surgery, sales calls, and training sessions.
• Identify, qualify, and pursue new sales opportunities for Dualto with key clients and prospects within the defined territory and account. Identifies customer needs and recommends new products to address them.
• Make pre-planned sales presentations and demonstrate proper use of products to HCPs.
• Codevelop and execute strategic sales plans targeting high-end capital equipment markets.
• Activate lead generations, follow up the progress of leads for successful adoption. Deliver business objective within a designated territory with monthly sales action plans.
• Manage complex sales cycles, including proposal development, negotiations, and closing deals.
• Build and maintain strong relationships with internal sales teams including marketing, service and logistic functions.
• Lead contract negotiations and ensure contractual compliance.
• Accomplishes targeted sales and increases the market share. Track sales performance and forecast future sales trends.
• Offer training and support to channel partners to improve sales and service quality. Assist in inventory management and stock replenishment.
• Provide after-sales support and ensure customer satisfaction.
• Identify development areas and act for improvement. Participate in trainings and actively pursue learning. Perform well in assessments and apply new skills on the job.
• Train surgeons, Nurses, OT Technicians, Biomed Engineers on new technologies via consult-in-surgery, sales calls, and training sessions.
• Stay abreast of industry trends, market dynamics, and competitors’ activities.

Preferred Qualifications:

• Bachelor’s degree in business, Engineering, Science or related field
• 5+ years of experience in capital equipment sales, especially in high-end or complex solutions.
• Great understanding of Market landscape, Relevant scope specialties, well competition update and customer profiling.
• Proven success in managing high-value deals and large accounts.
• Strong negotiation, communication, and presentation skills.
• Ability to influence decision-makers at multiple levels.
• Experience with internal management and coordination of cross-functional teams.
• Excellent strategic thinking and problem-solving skills.
• Knowledge of industry-specific regulations, standards, and compliance requirements.

Management & Internal Skills:

• Proven ability to lead and motivate internal teams to achieve sales targets.
• Skilled in stakeholder management both internally (product teams, finance, marketing) and externally (clients, partners).
• Skilled in fostering a collaborative environment to optimize sales processes.
• Strong organizational skills and attention to detail.
• Ability to develop and implement sales strategies that align with organizational goals.

Additional Attributes:

• Result-oriented with a high level of integrity.
• Adaptable to changing market conditions.
• Innovative thinker with a client-centric approach.
• Excellent interpersonal and networking skills.

Are you ready to impact the world? Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share their real passion for caring in an environment that empowers you to drive your own career.

This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job are an equal opportunity, employer value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status

We will ensure that individuals with disabilities are provided with reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

This Role Has Preferred Candidate Required Skills: Preferred Skills: Analytical Reasoning, Brand Positioning Strategy, Business Behavior, Competitive Landscape Analysis, Confidentiality, Customer Centricity, Customer Experience Management, Execution Focus, Financial Reports, Market Opportunity Assessment, Presentation Design, Problem Solving, Product Knowledge, Sales Channels, Strategic Sales Planning, Sustainable Procurement, Vendor Selection