ETHICON SURGICAL CARE, a division of JOHNSON & JOHNSON MEDICAL LIMITED, is a global leader in developing and marketing patient focused innovation in wound care, surgical stapling and women's health.
ETHICON SURGICAL CARE celebrates an impressive track record of sales performance, consistently delivering solid growth. As we plan for the future, it is critical that our sales organisation continues to be: effectively structured to deliver sustained growth, able to manage a developing product portfolio, and be aligned to meet the needs of our clinical and commercial customers.
An opportunity exists to become a Hernia Sales Specialist in one of the fastest growing portfolios in Global Surgery. In 2012, the portfolio grew by over 20% and we are expanding our Hernia Sales Specialist Team.
Our Strategic Imperatives are:
Build Extraordinary Leadership & Organisational Capabilities
Anticipate & Shape the External Environment
Drive Growth through Innovation and Market Creation
Ensure Operational Efficiency and Compliance Excellence
In order to achieve our set goals & targets for 2013, we must:
Establish strong leadership pipelines and enhance organizational capabilities
Develop and implement an effective commercial strategy for the region and evolving environment
Effectively launch new products and drive growth through innovation
Improve our Sales Force Effectiveness and Compliance procedures
Job Description
Creating and developing customers is fundamental to our business and therefore, will be a prime responsibility. In addition, you will be expected to manage your territory as if it is your own business, maintaining key customers and core business whilst developing strategies to develop new business through acquisition of competitor business and adoption of our premium technologies.
The key objective of the Hernia Sales Specialist is to achieve business goals and to meet objectives as agreed with your Line Manager.
Key areas of responsibility are as follows:
• Execution of ETHICON SURGICAL CARE sales and marketing strategies to increase our presence in the Hernia market; conversion of competitor business; management of entire hernia business and adoption of all technologies.
• Working with the local Account Manager to develop plans to drive new product adoption.
• Leadership of, and assistance with, customer training activities, e.g. Centres of Excellence, Preceptorships, In-services, etc.
• Partnering with the Professional Education Managers of Global Surgery to develop and maintain associated KOL relationships as well as championing the effective use of our comprehensive Professional Education Offering.
• Working with the Hernia Marketing Manager of ETHICON SURGICAL CARE to provide product management assistance and feedback as required.
• Working with Sales Training in the provision of field sales product, procedural coaching and associated selling skills as required.
• Collaboration with others (Business Managers, Commercial team) etc.
• Identification and communication of timely and accurate market intelligence on key accounts.
• Keeping up to date on changing healthcare dynamics and trends on a national basis within the Hernia market, and provide timely updates to Marketing Management, so that strategies can be developed and modified accordingly.
Other:
• Demonstrate honesty and ethical behaviour in all areas of responsibility.
• Act as a role model for J&J Credo values.
• 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.
Skills and competencies that would be required for this role are listed below:
• Effective preparation and planning
• Ability to function at a high level whilst working alone, as well as within a team environment
• Accurate and urgent follow-up.
• Pursuit of new business opportunities
• Ability to effectively manage and promote cross franchise portfolios
• Ability to effectively communicate and deliver results to a broad range of internal customers across two franchises
• Maintenance and development of product & service knowledge
• Maintenance of appropriate level of Information Technology skills
• Utilisation of the Company’s adopted selling tools (Integrity Selling)
• Interdependent Partnering within franchise and across Johnson & Johnson
• Maintenance of the customer database through effective reporting
• Operating within agreed budgets
Relevant experience or qualifications required:
The successful candidate will be confident, self-driven, highly competitive yet customer centric, a good negotiator and have relevant sales experience in secondary care and can demonstrate a successful track record in selling within the medical devices & diagnostics arena. Successful candidates will also have a strong affinity for working closely with others in a team and will show entrepreneurial behaviour. In addition, the ability to build strategic partnerships with key customers is essential.
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