Jjsv Sea Commercial Operations Manager

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

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Job Purpose and Scope

To assess all customer-facing functions (Sales, Marketing, Customer Experience/Service, market access and development), with the objective to improve all competitive positions of the company based on the commercial operations and sales force effectiveness to achieve current and future SEA business goals.

Direct the business towards appropriate improvement/development as agreed to by Commercial Head to ensure sustainable growth.

Overall

• Responsible for articulating and communicating Commercial Excellence strategy to the countries and to serve as a role model for Commercial Excellence behaviours and values.

• Partner with other areas (Marketing, Sales, Market Access, Customer Experience/Service, QA, Communications, IT etc) to define and implement processes to optimize productivity of the sales force. Link all processes and results.

• Be a Change Agent to drive cultural change in the organization. Continuously secure and evaluate relevant information, identifying key issues, trends, relationships and cause/effect as they impact the business. Appropriately consult with experts. Create an environment where information, expertise and experience are broadly shared and used to create insights that shape the business.

• Participate in ad hoc key projects per assigned by Commercial Head (e.g. assimilation of new business/products)

• Responsible for operational matters regarding distributor management (e.g. MOH management, contract renewals, transitions)

Lead for S&OP process

• Coordinate the monthly country sales and operations meetings

• Support Commercial Head for the monthly BRM with Regional Team

• Work closely with Finance partner to prepare the financial information required

• Work with internal stakeholders (Sales Head / Marketing etc) in SEA countries to prepare the required commercial information

• Conduct financial validation and implications assessment of different scenarios.

• Review total SG&A spend and highlight areas for resource efficiency.

Strategic Pricing and Sales Incentives Plan Design

• Collaboration and partnership with stakeholders; facilitate data-driven price reviews

• Raise visibility and importance of pricing discipline within organization (looking at / reviewing price movements)

• Facilitate and review existing internal metrics

• Design & review sales incentive scheme. Administer, communicate targets and payout on a quarterly basis to sales force and sales management.

Sales support and Customer Segmentation

• Track Market Share and Account Segmentation

• Educate and conduct training for sales team on use of Salesforce (consistent calls and opportunities)

• Propose and facilitate sales decision-making process if necessary. Develop implementation plan and ensure execution, considering geographical deployment.

• Maintain governance process to monitor bundle deals and approved promotional sales strategies.

Data Management & Analytics / Call Activity

• Responsible for managing In-Market sales data from distributors and monitoring inventory level data at warehouses. Provide recommendations based on the insights derived from the sales and inventory data.

• Champion call-tracking behavior and review call-tracking activities and trends within the countries; regular review with regional team.

• Maintain sales team’s Salesforce accounts and customer master lists with local operations teams.

• Conduct various kinds of sales analysis together with sales team to obtain market and business insights, opportunity and risk assessment.

Marketing collaboration

• Partner with Marketing to review the overall budget and the marketing mix optimization.

• Support new product launches; adopt framework to execute robust launch strategies

• Suggest ways for improvements as required.

Qualifications

• Bachelor’s / Master’s degree

• Strong analytical skills

• Strong written and communication skills

• Advanced computer literacy (Powerpoint, Excel, SAP, BWP, etc.)

• Ability to shape perspectives, influence diverse people & secure buy-in

• Project management experience, with a discipline to execute on timelines

• Minimum of 5 years of sales operations/commercial excellence/consulting/business finance experience in relevant industries (preferably healthcare) including managerial roles.