J&J Family of Companies Sales Manager Ethicon - Regio Midden NL in Amersfoort, Netherlands
Responsible for managing a sales staff in the achievement of Ethicon sales to new and established hospital accounts to achieve sales objectives and greater market penetration. Ensures consistent, sustainable and profitable growth in sales revenues through positive planning, deployment and management of sales personnel. Interact and collaborate with all relevant internal and external (focus on surgeon/KOL’s) stakeholders to (pro-) actively create an environment where sales results will be achieved. Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings.
Main areas of responsibility / expected results/objectives of the role
Manages the development and servicing of hospital accounts to achieve business sales.
Reports sales results against forecasts to senior management as well as any adjustments made to business plans to ensure objectives are met.
Drives and implement incentive parameters and sales goals.
Develops and monitors departmental budget.
Reviews and approves quota and account assignment.
Monitors progress and verifies corrective action has been initiated when necessary.
Participates in the preparation of sales plans and campaigns, business plans and product development plans.
Resolves difficult problems and customer complaints.
Collaborates with the Director Ethicon in establishing and recommending the most realistic sales strategy and goals for Ethicon.
Create strong and sustainable relationship with Ethicon customers/KOL’s and spent sufficient time with the sales teams in the field.
Leader in cultural change; from product to solutions selling.
Establishes and manages effective programs to , coach, appraise and train sales reps in order to create a high performing team.
Lead the team to create a high performing, agile and customer-focused organization
Develop a robust pipeline of diverse talent with skills to succeed in a complex and dynamic marketplace and champion initiatives to promote an inclusive workplace environment and highly engaged workforce
Drive adoption of key processes and practices throughout the business, share and make use of best practice and make use of Customer Relationship Management system
•Deliver change leadership based on growth strategies, ensuring effective communication and employee engagement, talent selection whilst minimizing organization disruption and ensuring continuous business growth
Create a Credo aligned culture, ensuring Health Care Compliance and integrity principles are championed and actively practiced at every level of the organization
Main leadership commitments involved in the role
Invest in understanding the needs the team’s internal and external partners
Review & prioritize key stakeholders; determine stakeholder issues & define how to engage them most effectively
Evaluate the team’s collaboration capability & identify ways to enhance it
Leverage CONNECT activities to shape the team’s strategic initiatives.
Identify & focus the team on product or market transitions; define strategies to prepare for shifts in the business
Openly discuss & support risk-taking in the team; frequently emphasize the support for pursuing calculated risks aligned with Compliance Guidelines and J&J Policy of Business Conduct.
Rate the capability on the four imperatives and their relative importance to the sales manager role; develop the skills accordingly.
Assign projects & tasks to reflect the development goals/career aspirations of the team.
Build the learning agility of the team by emphasizing the importance of learing from experience and mistakes.
Develop a culture of accountability by identifying areas where the leader and team could be more effective.
Share the impact of the team’s results on patients, customers or markets
Create cross-functional partnerships or connections to rapidly address challenges.
Business Environment and Context
Create value for clinical and non-clinical stakeholders.
Price pressure and tender environment demand a value driven approach.
New and different decision makers and influencers.
Added value drives the decision-making process of a multiple stakeholder team in our accounts.
Previous strategic marketing and (sales) leadership experience
People management skills
Proven track record and driven by results performance & excellence in execution
Proven ability to manage complexity & thrives in uncertain/ambiguous circumstances
Ability to connect and effectively collaborate across a diverse group of business stakeholders in a highly matrixed environment
Strong passion and track record for innovation & will to make things happen & deliver
Strong communication skills & influencing skills
Demonstrated business success in delivering growth and gaining share
Strongly involved in strategic and tactical work on a daily basis requiring being able to quickly zoom in and out
Ability to build respect and trust with customers, employees and internal stakeholders
Integrity and Credo-based leadership
Influence different levels clinical and non-clinical stakeholders in the region
Good understanding the funding structure of hospitals, their developments in the Netherlands
Knowledge of the contract/tender business in the Netherlands (in wholesale, hospital and health insurers)
Manage conflicts arising on a team level to competing objectives in different product lines, limited resources or differing perspectives.
Capable of managing different product lines
Self- awareness and adaptability
Ability to lead in change
Knowledge of Ethicon landscape
People Management experience
Knowledge of the current market healthcare landscape or environment where solution selling is the key driver
Experience working for a mid-size or multinational company
What’s in it for you…?
“Caring for the world, one person at a time…”
As an employee we consider you as our most valuable asset. We take your career seriously.
As part of a global team in an innovative environment your development is key and our day-to-day responsibility.
Through e-university, on the job training, various projects and programs, we ensure your personal growth.
Our benefits make sure we care for you and your family now and in the future.
Johnson & Johnson Medical BV (7260)