Sales & Marketing Manager

Description:

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 Description Overview:

Leads the designated sales team for Cataract and refractive businesses within Surgical Vision (e.g. Intraocular Lenses, capital equipment e.g. laser system) within designated territory. Establishes comprehensive business strategies and supervises all tactics required to achieve them. Ensure inventory levels are aligned with In-Market Sales.

Anticipates market trends and implements the essential changes to meet customer needs. Assesses market data, resolves, and prioritizes potential market growth opportunities. Implements and sustains business processes that ensure efficient execution of key business initiatives.

Leads, encourages and mentors the designated team and operates in a legal, compliant, and ethical manner ensuring that products and services are marketed in accordance with compliance requirements. Builds and maintains relationships with our customers and decision-makers in the local health care system, government agencies, regulatory bodies, key opinion leaders and community.

Key Responsibilities:

Driving Sales:

• Set clear goals and objectives for the team to achieve commercial and operational targets.
• Lead by example and coach the sales team to build a growth mindset that abides by J&J Credo values.
• To establish and maintain close contact / rapport with key account customers and key opinion leaders.
• Build local KOL pipelines and support KOL engagement plans aligned to total SEA strategies.
• Set and allocate targets to team based on market growth trends and share gain opportunities. Must be able to rationalise and explain targets to team.
  
  

Unlock opportunities:

• Keep up to date with market trends, driven market intelligence, uncover opportunities and recommend strategies to counter business risks to management.
• Design equipment bundle deals whilst meeting cross-functional measurement from HCC and Finance KPIs. File, monitor and submit all deals reports and achievement to SEA RO on a quarterly basis.
• Formulate marketing plan, support and implement Marketing Initiatives including NPI launch plans aligned to SEA
  
  

Operational Stability:

• Work closely with the distributors to ensure accurate management of customer consignments (short term and long-term). Supervising of sales team to efficiently bill used lenses / retrieve all unused short term consignment lenses after surgery.
• Ensure the accuracy and validity of contract and tender management activities.
• Provide accurate monthly demand and In-Market-Sales data to the SEA RO on a timely basis.
• Lead business excellence initiatives and APAC Marketing., developing a high-performance team
• Handle the resource allocation decision making process to optimize resources and salesforce effectiveness.
• Be a great partner with cross functional key stakeholders to influence and engages in business strategies and deliverables.
  
  

Key Performance Indicator:

• Meet annual operating plan for Cataract and Phaco Equipment sales (including cash and bundling).
• Provide updated and accurate market intelligence.
• Successful talent development and retention.
• Achieve targeted share gain with grow programs that is aligned with regional initiatives.
• Conversion of competitor’s accounts / new accounts creation.
• Individual and team performance.
• Strong KOL engagement.
  
  

Qualifications:

Requirements

• Bachelor’s degree.
• Requires 6-8 years of commercial or marketing experience including leading a commercial team for a minimum of 3 years.
• Distributor management experience of min 3 years preferred
• Excellent oral and written communication skills.
• Strong negotiation skills and organization skills.
• Excellent interpersonal and presentation skills with customers.
• Ability to prioritize and multitask with attention to detail to problem solve.
• Self-motivated, energetic, proven sales skills.
• Strong compliance mindset and customer focused.
• Relevant product experience/ medical device/ Ophthalmology experience preferred.