SEA Commercial Ops Lead

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 Description:

To assess key customer-facing functions (Sales, Marketing, 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.

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

Overall

• Responsible for Commercial Operational matters regarding Commercial Excellence, Distributor Support, Forecasting and Market Insights
• Responsible communicating and leading Commercial Excellence strategy within SEA cluster of countries and to serve as a role model for Commercial Excellence behaviours and values.
• Partner with other functions (Finance, Marketing, Sales, Commex and Healthcare Compliance) to define and implement processes to optimize forecasting, inventory management and HCC documentation. Link all processes and results.
• 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)

Lead 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

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 Eyeforce (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.

• Maintain sales team’s Eyeforce accounts and Distributor/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 degree
• Strong analytical skills
• Distributor Management or Support experience
• Advanced computer literacy (Powerpoint, Excel, SAP, BWP, etc.)
• Project management experience, with a discipline to execute on timelines
• Minimum of 3 years of sales operations/commercial excellence/consulting/business finance experience in relevant industries (preferably healthcare)