Job Description
We have an excellent opportunity for a Channel Director for Professional and Pharmacy to join the Johnson and Johnson Family.
The Channel Director, Professional and Pharmacy will be a critical member of the UK Sales Leadership Team. J&J’s success relies on its ability to create demand for our products amongst healthcare professionals, and then fulfil that through pharmacy wholesalers and retailers.
For the first time, a single role will be responsible for the entire professional value chain, from detailing GPs, to training pharmacy assistants, to developing plans with wholesalers, and ultimately creating joint value with retail pharmacy chains like Boots.
The successful candidate will be responsible for delivering the long term growth agenda for the professional/pharmacy business, whilst ensuring delivery of short term priorities and goals. He/she will create and lead execution of channel strategies that drive profitable sales growth with our industry partners. The successful candidate will have high levels of intellectual capacity, drive and entrepreneurial spirit, as well as the creativity and passion to drive transformational growth. They will deliver by leading a blended team of national account teams and field sales managers, but also the broader J&J organisation (CS&P, Shopper Marketing, Brand Marketing, Finance and Supply Chain). They will be an ambassador for J&J, developing a strategy to drive J&J’s profile across all trade channels, and representing the company at Director level within retailers, on trade bodies and at industry events.
BUSINESS COMPLEXITY and RELATIONSHIPS
The role involves managing over 40 brands and c. 1000 skus, across 10 direct customers and all parts of the healthcare value chain, through a team of over 100.
The role includes overseeing everything from a one on one discussion with a GP about Aveeno, through to price increase negotiations with a major retailer. As such it requires a great deal of flexibility and capacity.
The role also includes the management of a significant third party sales force, monitoring their delivery against KPIs and taking corrective action as required.
The channel represents a significant percentage of UK net sales, but a disproportionate amount of UK profit. It is therefore critical to the delivery of J&J’s objectives.
The channel has a significant Trade Investment budget, which comprises hundreds of individual promotional activities. The successful candidate needs to put the right financial controls in place to safeguard J&J’s investment, but also find ways to optimise promotional efficiency.
The Channel Director, Professional and Pharmacy will need to build strong collaborative relationships with Shopper Insight, Shopper Activation, Category Strategy, Finance, Supply Chain, Marketing and the global CD team.
He/she also needs to deliver a strategy to drive up J&J’s profile within the industry across all trade channels.
The professional/pharmacy arena involves a very wide range of business relationships. To be successful, the director will need to lead his/her team to influence NHS commissioning bodies, GPs, Dentists, industry bodies, wholesalers, independent pharmacies and chains of pharmacies as large as Boots. To do this requires co-ordinating activity across many hundreds of stakeholders across different parts of the UK healthcare landscape.
Within the retail and wholesale part of the director role, he/she will need to successfully lead businesses from the simplest wholesaler to the most sophisticated modern retailer. In the case of the major retailers (Boots and Superdrug) complex joint business plans (JBPs) would need to be developed and negotiated with the customer. In the case of wholesalers, strategies to optimise joint value, as well as service for Pharmacies would need to be employed.
Within the professional selling part of the role, he/she would need to lead the development of strategy to influence healthcare professionals. That would encompass the development and delivery of training for Pharmacists, engagement with GPs, dentists and dental hygienists and influence of NHS bodies.
Throughout both parts of the role, he/she will be responsible for building relationships with senior director level contacts across all our major customers, and supporting J&J’s UK board in building relationships with board level executives. This will require developing a compelling vision for the channel and customer, and then gaining customer buy in to it.
Main Duties And Responsibilities
Create, align and maintain a 3-5 year strategy for the professional/pharmacy business, to include customer portfolio management and full customer P&Ls
Lead the creation and delivery of 1-3 year strategic business plans across each of the major accounts
Identify a plan to further optimise our Pharmacy wholesale model, reducing the number of partners and increasing profitability, while maintaining service for our end customers
Design and deliver a customer contact strategy which will drive positive engagement at director level within our customers
Lead the development of winning professional training programmes which drive recommendation of our products, to include engagement with schools of dentistry and pharmacy
Lead delivery of the EAME Project Highlander for the UK, rolling out new sales force tools and approaches to the Pharmacy field sales force
Successfully manage and develop a professional/pharmacy team structure that includes several non-direct reports (Supply Chain, CS&P, Finance and Shopper)
Deliver top line and bottom line growth objectives while achieving brand share gains in line with the business plan.
Ensure controls are maintained to spend within budget on trade, promotions and shopper marketing programs
Champion delivery of corporate growth activities and projects (e.g. top 10 initiatives) as part of the Sales Leadership Team
Play a lead role in co-ordinating global workstreams with the global Customer Development team
Share best practices with the broader UK commercial team and global CD team as appropriate
Develop a plan to positively drive J&J’s profile within the UK trade and lead it’s delivery across all channels
JOB REQUIREMENTS
Bachelor’s Degree or equivalent, MBA preferred. High levels of intellectual capacity and curiosity.
Minimum of 10+ years in a sales leadership capacity in blue chip, fast moving consumer packaged goods environment, preferably with experience in Healthcare categories.
Proven track record of delivering profitable growth, over sustained periods, in developed markets
Strong leadership qualities, as well as the ability to inspire and develop a team
A self-starter with the demonstrated ability to take initiative, who can proactively identify issues/opportunities and recommend actions
Extensive knowledge of sales and marketing, as well as strong strategic and analytical skills.
Strong knowledge of the NHS and UK healthcare environment
Excellent communication skills and interpersonal skills.
Proficient Knowledge and use of MS Office, IMS, Nielson and Kantar.
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