Commercial Business Manager NORTH|Johnson&Johnson MedTech| North UK

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 jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Clinical Sales – Hospital/Hospital Systems (Commission)

Job Category:

Professional

All Job Posting Locations:

Leeds, West Yorkshire, United Kingdom

Job Description:

DePuy Synthes is the largest, most innovative and comprehensive orthopaedic and neurological business in the world. DePuy Synthes offer an unparalleled breadth and depth of products, services and programs in the areas of joint reconstruction, trauma, spine, sports medicine, neurological, craniomaxillofacial, power tools and biomaterials.

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.

Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes. 

 

The NHS consists of complex accounts with an increasing number of stakeholders & influencers, who are looking for companies to offer true value-added solutions rather than just products to patients.

The Ortho Commercial Business Manager will develop mutually beneficial relationships with key NHS hospital groups for Depuy Synthes to become the preferred long-term strategic partner and drive profitable sales and market share growth.

In that context, DePuy Synthes has initiated a transformative journey to combine a transactional business model (product selling) with a value-based organization (value selling). In which building long term strategic partnership with key customers is of paramount importance. Using multi-level stakeholder management, we use an “outside in” approach, to mirror the organization of our strategic customer and change the way we engage all the stakeholders involved in the new Value Based HealthCare decision making process.

 

Key Responsibilities:

The Ortho Commercial Business Manager will be responsible for:

• Build and own the ongoing strong relationships with a broad range of key stakeholders within the C-Suite and at regional/site level to secure long-term sales growth

• Working across the customer matrix by region to ensure a detailed understanding of the customer environment and a deep understanding of key customer careabouts.

• Supporting the sign up to NHS procurement frameworks and negotiating commercial contractual sign up.

• Being considered the business expert across the NHS in relation to the Ortho portfolio, having an in-depth understanding of mechanisms, negotiations and tender shaping, matching these to the needs of the customer.

• Supporting with the construction of growth-based pricing proposals through analysing customer and Health economic data and utilising the internal pricing matrices to execute our internal commercial strategy

• Selling the J&J Medical device commercial proposition through the relevant frameworks to develop long term partnership agreements

• Working across the JJMT matrix (including the Value Team, sales organisations, Tenders and Pricing team) to support tender applications and contract management

• Supporting the data analysis which underpins these deals, illustrating and communicating the deal in a clear and concise manner to the customers

• Managing price, volume and mix and other commercial terms for the Ortho portfolio

• Supporting customer debt and pricing queries, drive contract compliance, framework sign ups and volume related band changes to frameworks across the NHS accounts.

• Support value based contracting and drive implementation across the franchise.

• Supporting quarterly pricing reviews with the account.

• Feedback environmental knowledge, market intelligence and sales opportunities to sales colleagues and capture in OneForce

• Supporting the delivery of commercial proposals to drive the value-based agenda tailored to the individual NHS accounts

• Keeping up to date with market trends and focus on changes in funding and service delivery, which may affect the implementation of the commercial strategy.

Leading pricing set up and be the expert in the NHS frameworks, demonstrating exceptional knowledge of how to apply our commercial proposals to the frameworks and individual accounts. Understanding how to leverage the commercial proposal to drive the value-based agenda tailored to the account. Execute on the contract management process to minimize any delays in contract and pricing set up, and drive growth through product sale. The CBM is the DRI for quarterly pricing reviews with the account.

Shaping the in depth understanding of commercial selling process within the regional team. Translating data insights into actions that challenge status quo and reinforce our competitive advantage.  Driving data driven analysis of market and customer KPI’s to match the tailored commercial offer to the customer. Shaping the evolution of TOS3 framework.

Connecting, understanding and working within the commercial matrix to position the right capability for specific customer needs.  Proactively assessing, clarifying, and validating the commercial requirements of the customer.  Gathering feedback & insights from non-clinical customers, internal partners. Building strong relationships with non-clinical purchasing stakeholders to secure long-term sales growth for J&J MedTech.

Delivering on sustainable, profitable growth through tailored commercial proposals. Using commercial, outcome-based deal building, strong business acumen and negotiation skills, to manage contracting and tender processes. Keeping up to date with market trends and focus on changes in funding and service delivery, which may affect the implementation of the J&J strategy.

 

Skills and competencies required:

• Strong commercial acumen evidenced by experience of working with or for the NHS/Private Sector

• Extensive experience and background in working with data to build commercial proposals within the medical device sector

• Evidenced ability to deliver multi-layer “deal making” in healthcare

• Confident with analysis and commercial frameworks

• Experience of shaping contracts outside of frameworks.

• Ability to structure, manage and deliver change

• Team player with an enthusiastic, positive mindset, strong communication and interpersonal skills

• Strong track record of successful engagement with clinical & non-clinical stakeholders on operational matters

• Ability to work effectively in cross-functional matrix to successfully deliver objectives to time and budget

• A working understanding of the operative pathways in a hospital (commercial and purchasing).

• Passionate about doing an outstanding job for our customers

Education & Experience Required:

• 5+ years of experience in commercial operations, sales excellence, or related roles within the healthcare or medical device industry.

• Strong analytical skills with experience in data analysis, market research, and performance metrics tracking.

• Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively across all levels of the organization.

• Strategic mindset with the ability to think critically, solve complex problems, and drive results in a fast-paced and dynamic environment.

• Proficiency in Microsoft Office Suite, CRM systems, and data analytics tools; experience with Salesforce.com and business intelligence platforms preferred.

 

 

Required Skills:

 

 

Preferred Skills:

Advertising, Business Development, Customer Training, Hospital Operations, Innovation, Market Savvy, Medicines and Device Development and Regulation, Negotiation, Pricing Strategies, Process Improvements, Relationship Building, Representing, Sales, Sales Training, Strategic Sales Planning, Sustainable Procurement, Technical Credibility, Vendor Selection