8 months ago
Job title: ACUVUE Account Manager
Reports to: Area Sales Manager
Department: Vision Care UK
KEY OBJECTIVE OF AAM
Achieve territory business goals including
revenue growth targets in line with J&J CREDO values.
Develop effective business relationships with
customers primarily through face-to-face interaction in practices to drive
existing and future growth potential of the ACUVUE® portfolio.
Achieve agreed sales revenue, distribution
and product mix targets (both annual and cyclical) across all customer channels
(Independent, Regional and National Optical Retailers).
Deliver key sales force effectiveness
measures as agreed in annual territory plan; including calls per day, customer
facing time, and effective coverage and frequency of customer base.
Demonstrate accurate and timely reporting
including the use of the Customer Relationship Management (CRM) system.
Utilisation of the company’s adopted
selling tools and materials to ensure consistent clinical, commercial and
category messages are effectively communicated to customers.
Demonstrate effective behaviours and
performance against the J&J Vision Care Sales Competencies.
Meets objectives agreed within personal
development plan as agreed with Area Sales Manager.
KEY AREAS OF
Effective territory planning and
preparation: Use all available sales and
share data to plan and execute journey plan to capitalize on the business
growth opportunities across all categories, channels and customer segments.
Maintain comprehensive, accurate and up to
date product and clinical knowledge of ACUVUE® portfolio, undertaking and
passing regular clinical and selling skills assessments.
Convince the business decision makers and
eye care practitioners of the clinical and commercial superiority of the
ACUVUE® range of products; and in persuading them to be proactive in their
promotion and prescribing of the ACUVUE® brand.
Take responsibility for the overall account
management of all customers on the territory; understanding customer needs,
resolving customer complaints/queries and building strong partnerships to
achieve long term business building.
Effectively manage and monitor the sales
performance of all customers within the territory on weekly, monthly, cyclic and
annual basis in order to achieve territory business goals.
Implement marketing and category
initiatives throughout customer base according to company priorities and
customer needs; including the launch of new products and services.
Actively identify and partner with key
customers to undertake joint activities and initiatives to drive mutually
beneficial growth, taking ownership for evaluation of customer activity and
operating within agreed budgets.
Follow the company ethos of maximizing the customer
experience in the passionate pursuit of creating promoters of J&J Vision
Care and the ACUVUE® Brand.
Maintain up-to-date knowledge of the
industry, marketplace, customers and competitors – feeding timely and relevant
information to wider organisation.
Attend all Regional, National and European
Sales meetings and internal meetings as required.
Provide representation for J&J Vision
Care at regional and national clinical and educational conferences and customer
meetings that may include evenings and weekends.
Demonstrate honesty and ethical behavior in
all areas of responsibility
Be the face of J&J Vision Care and act
as a role model for the J&J CREDO values.
Champion ethical standards and operate at
all times within J&J Commercial and Health Care Compliance and regulatory guidelines.
Health and Safety
Maintain thorough understanding with
detailed personal health and safety responsibilities including SAFE fleet
policy for company car users.
Experience in a sales role within a customer
A proven track record for achieving targets
and delivering success.
Experience of the optical industry.
Commercial/Key account management.
Educated to degree level or equivalent
ideally with a business or science background.
Relevant optical professional qualifications also considered.
Full Driving license (with no more than 3
Sales competency and/or selling skills
Competent user of a variety of computer
software packages: including, Microsoft Word, Outlook, Internet Explorer,
Powerpoint, and Excel.
Understanding of CRM systems.
Strong selling technique
Account / project management
Key Opinion Leader (KOL) development
Demonstrate a sound knowledge of territory
& account management, with strong analysis, territory planning and ability
to execute plans.
Demonstrate a strong understanding of
customer needs and motivations in order to create customer value.
Ability to influence, persuade and gain
commitment from others through good interpersonal skills.
Proficient presenter/communicator who
recognises when to persuade, motivate, or inspire others; comfortable in all
settings including one-on-one and in front of large groups.
Ability to build sustainable and long
lasting business partnerships with customers.
Capable of working independently with a
high degree of self motivation and personal accountability.
Effective time management, prioritization
and organisation of tasks and responsibilities in order to meet agreed
Able to collaborate with other team
members, colleagues and peers across the wider organisation.
Strong sense of urgency and high level of
Candidates must reside within the territory
boundary in order to optimize travel time.
The reward for high performance is an attractive benefits package that
includes, amongst others, a highly competitive salary, company car, pension
scheme and excellent bonus opportunity.
Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)