District Account Manager

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Job Function: MedTech Sales Job Sub Function: Clinical Sales – Surgeons (Commission) Job Category: Professional All Job Posting Locations: Chennai, Tamil Nadu, India, PENJERLA, Telangana, India Job Description: Territory Manager – Digital Surgery - Patna About DePuy Synthes At DePuy Synthes, we are transforming orthopaedic care through intelligent technologies, data-driven insights, and robotic-assisted surgery. As part of Johnson & Johnson MedTech, we are committed to advancing patient outcomes through innovation, education, and clinical excellence. This is an exciting opportunity to work with industry-leading robotic and digital surgery platforms, collaborate with renowned surgeons, and contribute to the adoption of next-generation surgical technologies. We provide world-class training, professional development, and a dynamic environment where high performers can build a rewarding career. Position Summary The Territory Manager – Digital Surgery is responsible for driving adoption and utilization of Digital Surgery solutions, including robotic-assisted surgery platforms, navigation technologies, and data-enabled surgical workflows within the assigned territory. The role focuses on executing surgeon conversion strategies, developing customer partnerships, supporting clinical excellence, and achieving sales and utilization targets. The Territory Manager will collaborate closely with Joint Reconstruction sales teams, marketing, clinical specialists, and hospital stakeholders to accelerate the adoption of Smart Surgery solutions. Key Responsibilities Business Development & Sales Growth Drive sales growth and market expansion of Digital Surgery solutions within the assigned territory. Develop and execute strategic account plans to increase adoption of robotic-assisted surgery technologies. Identify, prioritize, and convert target surgeons, hospitals, and healthcare systems through structured conversion plans. Achieve or exceed assigned sales, utilization, and market development targets. Build a sustainable pipeline of opportunities and maintain accurate forecasting. Surgeon Engagement & Customer Development Establish strong relationships with key orthopaedic surgeons, hospital administrators, theatre managers, and clinical teams. Drive surgeon conversions through evidence-based discussions, clinical value propositions, and workflow optimization. Support surgeon onboarding and adoption programs to ensure successful technology implementation. Act as a trusted advisor to customers by demonstrating clinical, operational, and economic value. Clinical & Technical Support Provide in-theatre support during robotic-assisted procedures and technology-enabled surgeries. Deliver product demonstrations, workshops, and educational programs for surgeons and operating room staff. Ensure customers are trained and confident in the utilization of Digital Surgery technologies. Collaborate with Clinical Specialists to maximize utilization and customer satisfaction. Strategic Account Management Develop territory business plans aligned with regional and national objectives. Monitor competitive activities, market trends, and customer needs to identify growth opportunities. Drive capital equipment opportunities through effective stakeholder engagement and value-based selling. Support contract negotiations, business reviews, and technology utilization assessments. Cross-functional Collaboration Partner closely with Joint Reconstruction Sales, Marketing, Clinical Education, Professional Education, and Service teams. Support product launches, customer education initiatives, and strategic marketing programs. Contribute to best-practice sharing and continuous improvement initiatives across the Digital Surgery business. Key Performance Indicators (KPIs) Achievement of Digital Surgery sales targets. Surgeon conversion and adoption metrics. Robotic utilization growth. New account acquisition and account penetration. Customer satisfaction and retention. Market share growth within assigned territory. Training and education program effectiveness. Forecast accuracy and pipeline development. Qualifications & Experience Essential Bachelor's degree in Life Sciences, Biomedical Engineering, Physiotherapy, Healthcare, Business, or related discipline. Demonstrated success in medical device, healthcare technology, orthopaedics, or capital equipment sales. Strong presentation, negotiation, and relationship management skills. Ability to work effectively in a fast-paced and highly technical environment. Strong business acumen and analytical mindset. Excellent verbal and written communication skills. Preferred Experience in Orthopaedics, Joint Reconstruction, Surgical Navigation, Robotics, Digital Health, or Operating Theatre environments. Experience supporting surgeons during surgical procedures. Knowledge of robotic-assisted surgery technologies and healthcare digital transformation. Experience influencing multiple stakeholders in complex hospital sales environments. Desired Competencies Strategic Thinking Customer Centricity Commercial Excellence Technical Aptitude Clinical Credibility Influencing & Negotiation Skills Problem Solving Collaboration & Teamwork Adaptability and Resilience Results Orientation Required Skills: 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