Sales Manager Joints Reconstruction Poland

1 tydzień temu

Warszawa, Mazovia, Polska Johnson & Johnson Pełny etat

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 Function: MedTech Sales

Job Sub Function: Clinical Sales – Surgeons (Commission)

Job Category: People Leader

All Job Posting Locations: PL002 Iłżecka

Job Description:

Drives product sales growth within the geographic area of 1/2 Poland of responsibility by leading the deployment, development and coaching of Territory Managers in executing business plans. Responsible for financial management on the level of the marketing contribution.

  • Encourages Territory Managers to become influencers and trusted advisors of customers by developing their skills, on job experience and knowledge.
  • Understands commercial policies and enforces the use of Customer Segmentation and Commercial tools when contributing to the development of client proposals and contracts.
  • Exceeds Customer satisfaction/loyalty measures by managing and coaching a 'customer centric' team of Territory Managers to excel at relationship management and promoting the Johnson & Johnson Value proposition.
  • Strategic account (Key Account) ownership and leadership - working closely with sales, marketing and leadership team to achieve business and strategic plans in Key Accounts.
  • Prepares Key account plans with other leaders in the respective country- cross functional approach with clear goals and execution plan.
  • Defines the Johnson & Johnson Medtech Value Proposition (with other Franchise leaders) with list of value-added projects/solutions, commercial, pricing, financial, ProfEd and other applicable offering.
  • Responsibility of Net trade sales, OPEX, A&P/MAF LGP and SGP P&L lines.
  • Responsibility of budget management for specific projects.

Tactical Delivery

  • Develops team's competence in using and applying the Competency model and Sales force Effectiveness tools.
  • Accountable for use of defined Sales tools and processes for account and territory management and monitors the update of accurate information by Territory Managers.
  • Plans workflow requirements and sets realistic work schedule deadlines with Territory Managers. Conducts regular field sales visits with Territory Managers, spending an agreed number of days per month with each representative. Completes the required documentation after each call to track individual's performance in line with the Goals and Objectives set up in the beginning of the year.
  • Develops Territory Manager's awareness and skills in understanding and discussing reimbursement.
  • Funding issues for products/procedures. Works with the HE Manager to ensure team competence in using HEO messages as part of customer interactions.
  • Responsible for development of sales plans, together with the cross-functional team, following the Johnson & Johnson strategy and Franchises objectives and priorities and taking into account customer potential and market trends.
  • Help create and implement Regional Plans together with the Regional Team always in accordance with the Polish Ethicon Strategy.
  • Be familiar with the existing and newly launched products and know how they are used in medical procedures.
  • Contributes to the successful launch of new products and services by working with.

Tender management:

  • Know and is able to apply the Public Procurement Act to the extent required at the position held, in accordance with HCBI.
  • Works closely with Territory Managers, Bids & Tender and Finance on tendering/contracting opportunities to ensure the commercial offering reflects the regional voice of the customer while achieving regional price objectives.
  • Responsible for leading team in all the Regional tendering and pricing activities.
  • Responsible for timely, accurate and informed actions of sales team in terms of all tender activities.
  • Owner of the pricing decision.
  • Owns and coordinates the pre-tender phase of all important tenders (e.g. Key Account tenders).
  • Inspects tenders before being submitted.

People leadership:

  • Set clear account objectives with consistent performance metrics for the team.
  • Leads an effective, responsive and pro-active team of Territory Managers by providing them with selling and technical guidance, career development and performance management.
  • Demonstrates leadership by setting direction and coaching individuals in selling skills, managing client relationships, delivering sales targets and ensuring overall customer satisfaction.
  • Ensures sales team's technical competence and confidence on product and procedure adoption and the use of rebuttal techniques to address customer concerns.
  • Responsible for the recruitment and development of Territory Managers.
  • Encourages and supports Individuals to develop and realize their full potential in the pursuit of territory and regional business objectives.
  • Identifies development opportunities for High Performers.
  • Responsible for leading and developing the country sales team in order to ensure the country business results are achieved.

· Excels at developing and maintaining effective working relationships with customers and key opinion leaders based on understanding their concerns, needs and motivation.

· Strong competence in developing commercial arguments, supported by experience in negotiations, particularly with non-clinical decision makers.

· Project Management experience at managing several projects to conclusion, on time and within budget.

· Able to deploy, develop and coach a team of Territory Managers into sustained high performance and motivation.

· Skilled at problem solving and making fact-based conclusions about the impact of market shifts, customers and competitors on sales plans and targets.

· Expert at Integrity Selling and sales management processes.

· Experienced in presenting complex customer clinical and non-clinical issues to Senior Management, customers and other stakeholders.

· Works effectively in teams and other business areas to ensure a coordinated approach to the marketplace.

· Knowledge of the medtech industry, Johnson & Johnson products, procedures funding issues and how Johnson & Johnson operates.

· Fluent in English.

· Able to create enthusiasm in people, can influence people without line authority, excellent communicator & presenter, able to build networks easily, effectively manages conflicts.

· Strong negotiator.

· Strategic thinker.

· Strong compliance mindset.

· Can deal with ambiguity and adapt to fast changes in environment.

· Entrepreneurial can identify and exploit business opportunities.

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