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10 days ago
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Sales Development Manager - Ortho - North Midlands - DePuy Synthes


Johnson & Johnson
Location: Leeds
Job type: Permanent
Category: Marketing and Sales Jobs
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Johnson
& Johnson family of Companies is comprised
of more than 250 operating companies in 57 countries employing 117,000 people.
Our companies develop and market products in three business segments: CONSUMER, MEDICAL DEVICES &
PHARMACEUTICALS and we turnover in excess of $91 Billion.

Johnson & Johnson Medical Companies produce a broad range of innovative products and
solutions used primarily by health care professionals in the fields of
orthopaedics, neurological disease, infection prevention, cardiovascular
disease, and aesthetics. As the most comprehensive devices business in the
world, Johnson & Johnson Medical Devices is best suited to serve evolving
customer needs, train more surgeons to improve standards of care, and treat
more patients globally as access expands.

We are
recruiting an Ortho - Sales Development Manager for our DePuy
Synthes business covering North
Midlands: Lincolnshire and Nottinghamshire

Role
Purpose:

* Drive divisional sales growth across the product
portfolio in targeted competitor accounts/BU as agreed with Sales Management
* Develop Account Acquisition Plans with the Regional
Sales Managers and Sales Consultants for all target accounts
* Co-ordinates and drives the execution of the
Acquisition Plans with the UK Sales Team, Regional and UK Marketing teams and other
relevant functional areas
* Leads the implementation plan for the acquired
target accounts and co-ordinates the activity across the organisation
* Continually develops a pipeline of potential target
accounts with Sales Management
* Work with Sales Development Managers within the
business and within other businesses within J&J for National Account
Targets as defined by the Leadership Team
* Effectively partner with the sales management,
sales consultants and marketing team, to ensure we harness the full extent of
our company resources and deliver more than our competitors
* Build strong
networks of relationships that enable the identification of mutually beneficial
opportunities to ensure growth
* Present brand
value propositions and value-added customer solutions to positively influence
buying behaviours
* Understand
technical information pertinent to the procedure and product platform
* Maintain
up-to-date market and industry knowledge

Key
areas of responsibility:

* Sales growth responsibility in targeted accounts as
defined by sales management
* Engage and lead in commercial discussions with
hospital procurement and business management teams
* Develop/ manage strong relationships with national
key customers and opinion leaders
* Conducts business activities in compliance with
ethics and legal requirements

Qualifications

Skills
and competencies required:

* Successful
sales targets achieved in the last 6 years in Medical Devices, J&J and/or
equivalent external organization
* Demonstrated
repeated success in converting significant competitor business
* Minimum score
of “Fully Meets” for 2018 Leadership Goal
* Ability to
analyse marketplace in order to ensure focus on and acquisition of new
business.
* Negotiating
skills
* Ability to
effectively plan
* Excellent
communication skills –written, spoken and presentation ability
* Excellent
commercial acumen
* Influencing
and business partnering skills – understands stakeholders requirements, ability
to analyse requirements and develop strategies that drives the adoption of
technologies and become a trusted business advisor providing solutions
* Ability to
build trust with customers by asking probing questions that helps the customer
achieve their objectives, acting in a consultative manner
* Effectively
utilise the Company’s selling tools (Integrity Selling) and customer relationship
management system
* Continual
learning utilising the internal systems
* Maintain deep
clinical expertise in procedure and product knowledge
* Networking –
proactive in business situations; expands network continually; comfortable in
meeting new people and stimulating conversation
* Collaborating
and teaming – team player, actively engages and collaborates across functional
boundaries
* Drive and
tenacity and a strong winning spirit
* Information
Technology skills

Standards
of Performance:

In line with JJMDC UK&I defined requirements, responsible for:

* Accurate and
timely population of all sales call into the One Force CRM system
* Completion of
the Business Planning (BP) Cycle and Tool aligned with the BP Calendar
* Participate
in the Yearly Recertification process to ensure that the Technical Product
Knowledge Standards required for the role are met

Education
& Experience Required:

* Understanding
of the external secondary care environment.
* Proven
successful track record in selling, ideally within the Medical Devices sector.
* Degree
desirable.
* ABPI (where
appropriate)

Key
Compliance Requirements:

* Act as a role model for J&J
Credo values at all times. Demonstrate
honesty and ethical behaviour in all areas of responsibility.
* Maintain thorough familiarity with
your detailed personal Health & Safety responsibilities as described in the
Company’s Health & Safety policy.
* Adherence to UK Safe Fleet Policy
* Adherence to Healthcare Compliance
Policies
* Adherence to all Company policies
and necessary training and development requirements within required time frames
* Ensure compliance to the Company’s
product complaint process
* Willingness to travel, and attend
meetings as required

In order to achieve our set goals & targets, we must all lead
using our Leadership Imperatives and achieve our Leadership Performance
Standards:

LIVE OUR CREDO: Demonstrate and inspire the behaviours that
reinforce Our Credo.

CONNECT: Collaborate internally and externally in order to
develop insights to drive innovation

SHAPE: Driving meaningful innovation through our insights
to meet unmet needs and generate value and solutions for our customers. In
order to do this we must be bold and courageous in challenging the status quo
and adapting to change.

LEAD: Everyone is a leader and is accountable
for their own development and that of others. We must leverage diversity and
ensure we have open and constructive conversations.

DELIVER: Is “HOW” we accomplish our business results. We must focus on our ability to inspire and
mobilize people; empowering them to act boldly with speed and agility, to do
even more than they thought they could.

Primary Location
United Kingdom-England-Leeds-
Organization
Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)
Job Function
Selling MD&D
Requisition ID
1805693968W
Johnson
& Johnson family of Companies is comprised
of more than 250 operating companies in 57 countries employing 117,000 people.
Our companies develop and market products in three business segments: CONSUMER, MEDICAL DEVICES &
PHARMACEUTICALS and we turnover in excess of $91 Billion.

Johnson & Johnson Medical Companies produce a broad range of innovative products and
solutions used primarily by health care professionals in the fields of
orthopaedics, neurological disease, infection prevention, cardiovascular
disease, and aesthetics. As the most comprehensive devices business in the
world, Johnson & Johnson Medical Devices is best suited to serve evolving
customer needs, train more surgeons to improve standards of care, and treat
more patients globally as access expands.

We are
recruiting an Ortho - Sales Development Manager for our DePuy
Synthes business covering North
Midlands: Lincolnshire and Nottinghamshire

Role
Purpose:

* Drive divisional sales growth across the product
portfolio in targeted competitor accounts/BU as agreed with Sales Management
* Develop Account Acquisition Plans with the Regional
Sales Managers and Sales Consultants for all target accounts
* Co-ordinates and drives the execution of the
Acquisition Plans with the UK Sales Team, Regional and UK Marketing teams and other
relevant functional areas
* Leads the implementation plan for the acquired
target accounts and co-ordinates the activity across the organisation
* Continually develops a pipeline of potential target
accounts with Sales Management
* Work with Sales Development Managers within the
business and within other businesses within J&J for National Account
Targets as defined by the Leadership Team
* Effectively partner with the sales management,
sales consultants and marketing team, to ensure we harness the full extent of
our company resources and deliver more than our competitors
* Build strong
networks of relationships that enable the identification of mutually beneficial
opportunities to ensure growth
* Present brand
value propositions and value-added customer solutions to positively influence
buying behaviours
* Understand
technical information pertinent to the procedure and product platform
* Maintain
up-to-date market and industry knowledge

Key
areas of responsibility:

* Sales growth responsibility in targeted accounts as
defined by sales management
* Engage and lead in commercial discussions with
hospital procurement and business management teams
* Develop/ manage strong relationships with national
key customers and opinion leaders
* Conducts business activities in compliance with
ethics and legal requirements

Qualifications

Skills
and competencies required:

* Successful
sales targets achieved in the last 6 years in Medical Devices, J&J and/or
equivalent external organization
* Demonstrated
repeated success in converting significant competitor business
* Minimum score
of “Fully Meets” for 2018 Leadership Goal
* Ability to
analyse marketplace in order to ensure focus on and acquisition of new
business.
* Negotiating
skills
* Ability to
effectively plan
* Excellent
communication skills –written, spoken and presentation ability
* Excellent
commercial acumen
* Influencing
and business partnering skills – understands stakeholders requirements, ability
to analyse requirements and develop strategies that drives the adoption of
technologies and become a trusted business advisor providing solutions
* Ability to
build trust with customers by asking probing questions that helps the customer
achieve their objectives, acting in a consultative manner
* Effectively
utilise the Company’s selling tools (Integrity Selling) and customer relationship
management system
* Continual
learning utilising the internal systems
* Maintain deep
clinical expertise in procedure and product knowledge
* Networking –
proactive in business situations; expands network continually; comfortable in
meeting new people and stimulating conversation
* Collaborating
and teaming – team player, actively engages and collaborates across functional
boundaries
* Drive and
tenacity and a strong winning spirit
* Information
Technology skills

Standards
of Performance:

In line with JJMDC UK&I defined requirements, responsible for:

* Accurate and
timely population of all sales call into the One Force CRM system
* Completion of
the Business Planning (BP) Cycle and Tool aligned with the BP Calendar
* Participate
in the Yearly Recertification process to ensure that the Technical Product
Knowledge Standards required for the role are met

Education
& Experience Required:

* Understanding
of the external secondary care environment.
* Proven
successful track record in selling, ideally within the Medical Devices sector.
* Degree
desirable.
* ABPI (where
appropriate)

Key
Compliance Requirements:

* Act as a role model for J&J
Credo values at all times. Demonstrate
honesty and ethical behaviour in all areas of responsibility.
* Maintain thorough familiarity with
your detailed personal Health & Safety responsibilities as described in the
Company’s Health & Safety policy.
* Adherence to UK Safe Fleet Policy
* Adherence to Healthcare Compliance
Policies
* Adherence to all Company policies
and necessary training and development requirements within required time frames
* Ensure compliance to the Company’s
product complaint process
* Willingness to travel, and attend
meetings as required

In order to achieve our set goals & targets, we must all lead
using our Leadership Imperatives and achieve our Leadership Performance
Standards:

LIVE OUR CREDO: Demonstrate and inspire the behaviours that
reinforce Our Credo.

CONNECT: Collaborate internally and externally in order to
develop insights to drive innovation

SHAPE: Driving meaningful innovation through our insights
to meet unmet needs and generate value and solutions for our customers. In
order to do this we must be bold and courageous in challenging the status quo
and adapting to change.

LEAD: Everyone is a leader and is accountable
for their own development and that of others. We must leverage diversity and
ensure we have open and constructive conversations.

DELIVER: Is “HOW” we accomplish our business results. We must focus on our ability to inspire and
mobilize people; empowering them to act boldly with speed and agility, to do
even more than they thought they could.

Primary Location
United Kingdom-England-Leeds-
Organization
Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)
Job Function
Selling MD&D
Requisition ID
1805693968W
Apply

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