District Account Manager

About Johnson & Johnson MedTech

Johnson & Johnson is built on the belief that health matters above everything else. Through innovation in healthcare, the company works to prevent, treat, and cure complex diseases, while developing solutions that are smarter, less invasive, and tailored to individual needs. With capabilities across Innovative Medicine and MedTech, it aims to deliver meaningful advances that improve health outcomes for people everywhere.

The organization also follows its Credo, which emphasizes respect for employees, an inclusive workplace, and recognition of each person’s individuality, merit, dignity, and diversity.

Role Summary

This opening is for a District Account Manager in the MedTech Sales function, specifically under Clinical Sales for Surgeons on a commission basis. The position is based in Indore and may also connect with responsibilities across Mumbai. The role focuses on driving sales of orthopedic trauma, PT, and instrument implants in key accounts while meeting or exceeding territory targets in line with company policy, values, and business objectives.

The role is an individual contributor position that involves closing sales, improving customer satisfaction, and building long-term trust with surgeons and hospital stakeholders. A strong understanding of the products, customer needs, and market developments is essential. The company has also shared that its Orthopaedics business is planned to separate into a standalone company operating as DePuy Synthes, subject to legal, regulatory, and related approvals. If this change proceeds, employment is expected to transition to DePuy Synthes under its processes, policies, and benefit plans.

Key Responsibilities

• Drive franchise sales for implants and related products across the assigned territory.
• Work with orthopedic surgeons and hospital purchase teams to create demand, negotiate terms, and close business.
• Coordinate closely with the internal team to execute the assigned business plan.
• Study sales reports to spot opportunities, identify recurring issues, understand root causes, and suggest practical solutions.
• Handle standard sales situations independently and support more complex transactions with guidance.
• Represent the business in trade displays and conferences when required.
• Build a clear understanding of customer needs to uncover new sales possibilities.
• Respond to surgeon requests for daily implant requirements, recommend appropriate solutions, and act as a product consultant during the sales process.
• Identify tender and contract opportunities and work toward successful closure.
• With support, prepare and execute an effective territory plan.
• Train surgeons on new technologies and solutions through in-surgery consultation, one-to-one meetings, and group training sessions.
• Demonstrate products in individual calls and walk surgeons through the technical product guide.
• Partner with the manager to identify customer education needs that improve product usage.
• Build strong working relationships with customer stakeholders, including CSSD teams, OT in-charges, and biomedical personnel.
• Support the coordination and delivery of in-service education sessions.
• Plan key account growth and sales expansion with guidance.
• Identify and record key customers and decision-makers.
• Stay aligned with key account growth strategies.
• Spot cross-sell opportunities and work with managers and colleagues to convert them.
• Manage consigned inventory and maintain consigned instruments for key accounts.
• Provide inventory-related customer support within company guidelines.
• Continuously strengthen knowledge of product features, benefits, correct usage, anatomy, physiology, and procedure-related applications through experience and training.
• Demonstrate how products are used and explain how they compare with competitor offerings.
• Build knowledge of competitor products, including their features, advantages, and benefits.
• Collect information on current practices, behaviors, and attitudes in the market.
• Track usage data from trained surgeons and monitor product adoption closely.
• Support development and implementation of the distribution network for the assigned territory.
• Maintain distributor stock levels and ensure timely replenishment so surgeries have full product availability.
• Monitor instrument condition and initiate replacements for damaged items when needed.
• Ensure distributor operations remain healthy and compliant with agreed guidelines.
• Manage accounts receivable and operating expenses carefully, including transportation, advertising and promotion, entertainment, and travel.
• Obtain prior approval for any budget deviations.
• Follow sample issue and coordination guidelines.
• Plan sample usage and spending to stay within budget while maximizing impact.
• Identify improvement areas for personal performance and act on them.
• Take part in assigned training programs and apply ongoing self-learning to build knowledge.
• Perform strongly in assessments and competency checks linked to training.
• Use new learning effectively in day-to-day work.
• Conduct business ethically and remain aligned with the company Credo while pursuing outcomes.
• Build customer relationships on a foundation of integrity, ethics, and responsible conduct.

Requirements

• A science graduate is preferred.
• An MBA is listed as part of the education requirement.
• Prior experience in medical devices is preferred.
• Experience working with HCP KOLs is required or strongly preferred for this role.
• 2 to 3 years of experience in orthopedics, joints, or medical devices is preferred.
• A management background is preferred.
• Strong communication skills in Hindi or the relevant state language, along with English, are required.

Additional Information

This is a professional-level role within the MedTech Sales function. It is based in Indore, Madhya Pradesh, India, with the posting also referencing Mumbai, India as an additional location. The role is full-time and onsite. The company is an equal opportunity employer and does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Preferred Focus Areas

The posting also highlights interest in the following capability areas: 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, and vendor selection.