Job purpose

The Sales Lead (SL) is responsible for successful planning and execution of short and long-term sales strategy based on the overall commercial strategy. The SL is responsible for sales on product level. He/she leads the Sales Team, manages its continuous development and is responsible for highly motivated and fully skilled teams.

Job responsibilities

Lead

• Lead and build an effective and highly motivated sales team


• Ensure individual development and appropriate skill set including competitiveness of sales team in alignment with the commercial strategy by coaching and planning/execution of continuous trainings


• Responsible as a change agent to initiate and lead change processes to ensure readiness of the sales team for mid- and long-term market requirements, based on agile working principles


• Define a people strategy for the sales team through recruiting, talent management and succession planning


• Drive entrepreneurship within the sales team to identify regional growth opportunities


• Create and role model an open mindset including calculated risk taking, feedback culture and growth mindset


• Accountable for full compliance of all sales activities with laws and J&J regulations. Role models the Credo


• Adapt thinking and acting to changed situations, new information or new team constellations. Deal openly and actively with new tasks, challenges and changed working conditions

Deliver

• Ensure planning/ implementation/ execution of sales strategy and account planning with the KAM Team, based on the overall commercial strategy


• Ensure usage of an optimal sales force omnichannel mix based on individual customer needs

and aligned with commercial strategy

• Define and align (with BUL/CD) half year, ambitious Sales Targets based on FBP


• Deliver continuous market feedback from the field, based on customer and competitor insights to search and recognize business opportunities and risks related to the long-term vision


• Support business planning from sales perspective within the CVT


• Ensure seamless execution of the sales strategy by setting/monitoring KPIs and using state of the art tools for customer individual decision making within the whole sales team


• Ensures targets are delivered through people management, coaching, performance review, reward, and individual recognition

Connect

• Establish productive and long-term professional relationships with key personnel in assigned customer accounts.


• Foster cross-functional alignment and collaboration with MSLs and other field-force functions (e.g. Hospital KAMs, …)


• Ensure alignment with and contribution to internal product relevant functions within LAT and CVT


• Represent Janssen - Johnson & Johnson as brand ambassador in the market


• Orchestration of cross-functional collaboration between sales team and other functional teams (e.g. HEMAR, Marketing and Medical Team)

Shape

• Continuous screening of the market and customer needs to challenge current and develop new go-to-market models, aligned with commercial strategy (BUL)


• Use all analytical tools to optimize current sales execution and integrate/shape new state of the art technology to optimize it


• Co-develop the product and communication strategy within the CVT/LAT. Responsibility for execution through the sales team and ensure continuous feedback loops to improve and optimize it.


• Ensure sales excellence (product knowledge, selling capabilities) for the respective product(s)


• Ensure (and demands) exchange (e.g. best/worst-practice-sharing) within the company