About Surgery
Thanks to biological and technological advances, Johnson & Johnson creates next-generation treatments that are more effective, less invasive and tailored to each patient. Teams develop surgical technologies and solutions for healthcare professionals worldwide, contributing to treating widespread diseases such as obesity, cardiovascular disease and cancer. Learn more at https://www.jnj.com/medtech
We are looking for top talent for the position: Area Manager – Biosurgery Haemostatics – M/F – Rennes
Territory: Brittany and Pays de la Loire – departments 22, 29, 35, 44, 49, 53 and 56.
The role
You are the referent for the Biosurgery Haemostatics range with operating room teams in your territory. Your mission: develop sales by building lasting partnerships with clinical and non-clinical stakeholders, working closely with the Regional Sales Director and partner teams.
Your responsibilities
1. Drive the performance of your territory
•Achieve sales targets on your accounts.
•Define and deploy a territory strategy, broken down into commercial tactics: targeting opportunities, account plans (strategic plan, action plan, sales forecasts and targets).
•Based on a procedure focus, identify priority conversion opportunities and build your roadmap together with the Regional Sales Director.
•Analyze trends, build sales projections and complete the monthly activity report.
2. Understand your customers and build partnerships
•Identify key clinical and non-clinical contacts and decision-makers: surgeons, operating room supervisors (SBO) and scrub nurses (IBODE), biomedical staff, pharmacists, facility directors, department heads.
•Map decision-making processes and the needs of each facility: strengths, weaknesses, opportunities, threats and stakeholder mapping.
•Develop partnerships with key opinion leaders (KOLs) and key customers, understand their levers and needs, and seek their support in promoting our products and procedures.
•Mobilize Therapeutic Area Specialists on KOL relationships.
3. Promote and launch our solutions in the operating room
•Promote the products in your range by highlighting their clinical benefits, using marketing materials and tools provided by partner teams.
•Prepare and run your appointments: trials, procedures, training, staff meetings.
•Ensure product launches within your scope, from validation through to trials.
•Proactively identify the training needs of your clinical contacts and offer appropriate Profed training.
•Identify and prioritize actions and calls to organize for your accounts.
4. Negotiate and manage the non-clinical relationship
•Remain the main point of contact for non-clinical stakeholders: price requests and pricing proposals.
•Prepare and respond to tenders: reading specifications and completing the response grid.
•For accounts requiring a commercial contract, negotiate the listing of new products and ranges, remaining the product and procedure expert, and follow up the account after negotiation.
5. Collaborate cross-functionally
•Work with partner teams (KAM, Marketing, Profed, conferences, etc.) to identify technical and clinical training needs, adapt materials and strengthen sales force effectiveness.
•Participate in regional and national conferences to promote the products in your range.
Profile sought
Education and experience
•Bachelor's degree (Bac+4) or BTS in Sales with a mandatory Medical Sales Representative diploma
OR
•State Nursing Diploma
•Knowledge of the operating room is a real plus.
•Proven experience in healthcare sales (medical device or pharmaceutical).
•Fluent French and English.
•Driving license (Permis B) and mobility for frequent business travel (approximately 80 to 90% of the time).
Skills and qualities
•Customer orientation and outward-looking vision.
•Business and results orientation, with a good understanding of financial issues.
•Ability to build strong partnerships.
•Analytical mindset.
•Ability to gain market share in a dynamic environment.
•Curiosity, willingness to learn, ability to think outside the box, and growth potential.
Preferred Skills: Account Management, Business Behavior, Collaboration, Cultural Competence, Customer Analytics, Customer Centricity, Execution Focus, Healthcare Trends, Issue Escalation, Market Knowledge, Market Research, Medical Technology, Sales, Sales Support, Solutions Selling, Sustainable Procurement, Vendor Selection
Anticipated base pay range: €34,800.00 - €56,005.00
Benefits: In addition to base pay: an annual bonus with a set target (% of pay) depending on pay grade/location, where the actual amount is based on employee and company performance of the previous calendar year, or sales commissions. Also includes vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, and programs for financial, physical and mental health, as well as service anniversary and recognition awards, and insurance plans (subject to plan terms), in some locations for eligible dependents too.
