9 months ago
SCOPE OF THE ROLE
the direction for and leads the Southern team of Strategic Account Managers(SAM’s)
who formulate, coordinate and execute the strategic account (Tier A) business plans
for Johnson & Johnson Medical Devices across their designated regions.
the Medical devices (Tier A) account sales and profitability objectives established
in conjunction with the Commercial Leader to deliver sustainable growth across the
Medical Device business for the Southern region.
and delivers clear commercial goals, objectives, policies and strategies for
the Southern SAM team aligned with the national direction.
the regional strategic account business planning strategy for the Southern
region to address upcoming external environmental changes, including the Future
Operating Model and Category Towers initiatives.
in high level negotiation and interaction with Senior Hospital C-Suite non-
clinical stakeholders to grow the Johnson & Johnson business and sustain
long term partnerships.
an active member of the Johnson & Johnson Leadership council team
responsible for delivering clear goals and objectives taken from the national
plan through the various layers of the organization to drive long term and
sustainable future growth.
and leads the Southern regional strategy for the deployment of the Johnson
& Johnson Value Added solutions and commercial package, enhancing greater
partnership working with key strategic Medical device Tier A accounts.
Specific responsibilities include:
* Responsible for the Commercial strategy across the Southern region
for Medical Device strategic accounts.
* Equips and drives the Strategic Account management team “to win”
through rigorous selection, training, process organization, incentive schemes
and personal development programs.
* Develops and implements the regional Johnson & Johnson Commercial
and Value Added solutions and account review process.
* Continuously builds and develops the leadership pipeline with high
strong relationships with key customers and opinion leaders (C suite non-clinical).
business activities in conjunction with compliance, ethics and legal
EDUCATION / DEGREE REQUIRED:
MBA or advanced degree preferred but not essential.
KEY SKILL / KNOWLEDGE REQUIREMENTS:
* Experienced sales and marketing
leader with a track record of delivering results in challenging business
* Experience in the healthcare
industry, in either Orthopaedic, General surgery or pharmaceutical markets
preferred but not essential; demonstrated ability to understand a full portfolio
of 3 years of leadership experience with continuous & proven track
record of success.
* Potential for 30-40% travel, with
the potential for 1-2 nights per week away from home.
* Exceptional organizational
leadership, with ability to create the Winning Spirit and develop a high
performing Strategic Account team.
* Strong understanding of health
economic and value selling principles.
* Strong understanding of the
external commercial and procurement landscape.
* First class communication and
negotiation skills are essential.
* Project Management and
* IT literate – ability to analyse
and present information using appropriate IT resources.
* Ability to analyse and interpret
data, highly numerate.
* Ability to build internal and
external relationships with key senior stakeholders.
* Ability to navigate and influence
through a matrix environment.
Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)