Senior Sales Representative - Guaynabo, Pr - Ethicon

Ethicon, a member of the Johnson & Johnson Family of Companies is recruiting for a Senior Sales Representative, to be located in Puerto Rico.

Ethicon , part of the Johnson & Johnson Medical Devices Companies, has made significant contributions to surgery for more than 60 years from creating the first sutures, to revolutionizing surgery with minimally invasive procedures. Our continuing dedication to Shape the Future of Surgery is built on our commitment to help address the world's most pressing health care issues and improve and save more lives. Through Ethicon's surgical technologies and solutions including sutures, staplers, energy devices, trocars and hemostats and our commitment to treat serious medical conditions like obesity and cancer worldwide, we deliver innovation to make a life-changing impact.

Responsible for a group of accounts (public and / or private) in the assigned territory. Develops positive relationships with clinical and non-clinical stakeholders (administrative areas) to understand account needs, define plans, promote assigned portfolio, negotiate and close sales. Executes the selling cycle in a manner that is concise, professional, ethical, and which leads the customer to action. Aids and communicates opportunities and issues related to another Medical Caribbean Franchise.

Essential job duties and responsibilities:

• Knowledge and basic understanding of the negotiations process and behaviors; ask questions and identify negotiation needs; use negotiation techniques in basic situations; understand the importance of achieving mutually effective solutions (for J&J and the customer).
• Manage with assistance, complex internal and external situations.
• Prepare and implement business presentations of sales territory
• Demonstrate a basic understanding of coverage, reach, and frequency activity; learns the pre-call planning process, routing, and scheduling; analyze customers and establish customer call objectives in conjunction with established activity goals.
• Establish positive relationships with customers, acquire feedback, understand their needs and maintain adequate service levels by providing high level customer support and on- going communication.
• Has awareness of the competition products, activities and commercial tactics.
• Implement the selling cycle in a manner that is concise, professional, ethical, and which leads the customer to action. Ask appropriate questions to identify, understand, and deal with daily customer objections; learn how to handle and channel objections internally.
• Participate in assigned projects, complete assignments, and meet deadlines
• Demonstrate an understanding of the business model for distributors, the commercial polices concerning distributor relationships, and the franchise and geography distributor model; begin to establish relationships with distributors and learns their capabilities.
• Demonstrate working understanding of sales data for the territory, customers, and accounts; begin gathering and using data to make territory/business decisions and implement franchise plan with timelines, roles, and responsibilities; work with manager to define and to understand relevant data sources and prepare forecast.
• Demonstrate a basic understanding and effectively uses appropriate computer applications, including Sales Force Automation, in a compliant manner; Proactively use computer applications in advanced ways to maintain and to grow the business.
• Provide professional clinical support to customers (primarily physicians, nurses, and techs) or indirect sales channel force, through education and training.
• Identify commercial needs, opportunities, weaknesses and strengths of the franchise to improve the business and to propose initiatives and solutions and optimize sales.
• Constantly use company resources to perform day-to-day activities, including clinical resources, approved sales aids, provided hardware, J&J apps and literature in accordance with HCBI and other company policies.
• Demonstrate an understanding of disease states/areas, portfolio of products, applications, and limitations; communicate product claims, benefits, and objections; effectively position products; understand target customers and their product needs; demonstrate products effectively; handle and channels complaints.
• Build long term plans strategic customer relationships, at a clinical level, leverage relationship across accounts to develop new valuable business opportunities.
• Must align with application policies and procedures ensuring compliance with company guidelines.
• Demonstrate a basic understanding of marketing concepts for assigned products and collaborates with marketing to develop implementation plans for programs; supports implementation in the sales field.
• Ability to handle complex situations in a timely manner.
• Provide additional support as needed.
• Keep updated in product information, launching of products and procedures by constantly completing study training material, reading product awareness reports and assisting to congresses and proofed events.
• Implement sales and product promotion within hospital’s operating room atmosphere aligned with role established time parameters, this includes provide or support training activities for clients.

Other job duties and responsibilities

• Aid and communicate any opportunity or issue related to another Medical Caribbean Franchise
• Lead all aspects of accounts inventory management and communicate and resolve back order situations that affect costumers
• Develops positive relationships with non-clinical customers (administrative areas) to understand account needs, define plans, promote One MD portfolio

Qualifications

Education:

• Bachelor’s Degree; Business Administration, Natural Science or Industrial Engineering is helpful.
• Master’s Degree is helpful.

Experience:

• A valid driver's license, with a clean driving record are required (A clean driving record is considered one that does not have any combination of three or more violations or accidents, while the vehicle was in movement in the past three years or any combination of three or more violations or accidents, while the vehicle was moving, within any 6-month period).
• Able to work flexible hours.
• 2 – 5 years of experience in Sales or Sales & Marketing in a similar job, in the Over the Counter, in Consumer Products, or in the Healthcare sector is preferred
• Proficiency in MS Office Platforms (Word, Excel, and Power Point) is required
• Previous experience within Hospitals and Surgery Atmosphere (operating rooms) is preferred
• Bilingual (English & Spanish)
• Travel inside designated territory will be required (up to 25% to 50% depending on territory)

Core competencies: