Sales & Marketing Manager - Immunology

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:

Pharmaceutical Sales

Job Sub Function:

Sales – Immunology (Commission)

Job Category:

People Leader

All Job Posting Locations:

Warsaw, Masovian, Poland

Job Description:

 

The Sales and Marketing Manager (SMM) leads the development and execution of the brand and therapy area strategy and leads a sales team in executing the brand strategy at customer level, in order to achieve the allocated qualitative and quantitative objectives (e.g. sales, market share, execution KPIs etc)s. Acts as a leader of the product strategy, the SMM drives data driven solutions for stakeholders and customers and ensures execution excellence when rolling out commercial strategy and tactics for the allocated products. 

 

The SMM executes the Product Management strategy and employs a customer-centric approach that incorporates the latest innovations in research and development. Creates presentations and reports that highlight key performance indicators and reflect the complexities of the market. Incorporates industry best practices into recurring product and therapy area management processes.  

 

The NSM leads, coordinates and coaches his/her team of direct reports towards achievement of individual objectives and provides constant monitoring of results and performance management. Also, he/she coaches and supports the team in achieving their development plan objectives. 

 

The SMM is Country Value Team Leader (CVTL) and leads the development and the cross-functional execution of the integrated strategy for allocated brands and therapy areas, in order to deliver the overall business objectives. The integrated brand strategy includes the specific workstreams on marketing, sales, medical and market access), united in the brand value proposition and “one-voice” execution concept. The SMM leads the local CVT and ensures efficient cross-functional collaboration and alignment between CVT members (including Medical, HEMAR, sales and B.I.). Also, in his/her capacity of CVTL, the SMM is responsible for aligning the integrated brand strategy and value story with the business enabler functions and to ensure that all the activities are compliant with local policies and regulations. 

 

As CVTL, the SMM coordinates the cross-functional projects of the CVT and ensures proper communication and alignment with Therapy Area Teams (TATs) and other internal stakeholders. He/she is the local ambassador for the brand internally and externally. In this capacity, the SMM represents the key interconnection between the country and the EMEA Strategy Organization, providing strategic insights and ensuring that local perspectives are integrated into EMEA brand strategy.  The BM is responsible for working closely with the Integrated Brand Value Team (IBVT) and above-country hubs and functions to ensure a robust brand strategy and execution for the region, that balances local and regional perspectives. He/she integrates cross functional expertise to harmonize and localize the EMEA brand value plan and to make it work at local level, maximizing alignment to EMEA guidelines. 

 

The SMM is a hybrid role, partly office time and partly in field time. Frequent traveling for coaching visists with sales team is required. 

 

 

Essential duties and responsibilities: 

 

• Develops commercial tactics and messages plans to ensure achievement of performance targets, including net sales and market share for allocated products. Ensures best brand positioning at local level, aligned with the EMEA brand strategy and approved product indications 

• Is responsible for monitoring the brand performance at local level and providing standard KPIs and metrics in collaboration with all relevant stakeholders 

• Leads the implementation of the segmentation, targeting, channel and marketing mix strategy, taking into consideration customer needs, and ensuring that relevant customer information is entered and maintained in iConnect and other relevant tools 

• Execution of marketing strategy in the field, to achieve both quantitative and qualitative sales targets for the allocated brands 

• Sales Force Efficiency - planning, deployment and analyzing of field activities, based on the CRM system and available data 

• Allocated territory management in collaboration with BI and CRM team 

• Current, deepened analysis of sales results (effects) and activities related to sales representative’s work – threats identification and proposing solutions to achieve both quantitative and qualitative targets. 

• Develops, leads, and ensures execution of business plans to meet future needs and expectations.  

• Ensures brand integrity by leading efforts across multiple functions and channels.  

• Implement tactical plan by providing appropriate promotional materials. Works across all elements of the marketing mix and uses appropriate channels of communication. 

• Monitors and ensure compliant spent of investment budget for promotional activities. 

• Works productively with external agencies and cross functional groups within the organization. 

• Ensures completion of market analysis and monitors competitive activity 

• Builds strong network with key opinion leaders and monitors industry developments impacting business. 

• Develops innovative marketing programs based on brand/product strategies and implements through staff 

• Coaches and trains junior or new colleagues in techniques, processes, and responsibilities. 

• Integrates Johnson & Johnson’s Credo and Leadership Imperatives into team goals and decision making 

• To perform market research – planning, insights and execution,  

• Business planning - financial forecasting, product sheets, marketing mix analysis, strategic planning, brand deep-dives 

• To develop partnerships with the medical societies, opinion leaders, consumers, patients, clients and other enterprises to deliver on key projects 

• Leads and coordinates the CVT members; plans and facilitates the CVT meetings, ensures follow-up on actions by specific CVT members; 

• Ensures CVT members are aligned regarding the brand strategy, value proposition, objectives, tactical plans, financial plans 

• Ensures the communication and alignment of brand strategy with IBVT and regional hubs and stakeholders; 

• Ensure safety reporting requirements (timely AE/PQC reporting) as set out in company policies and SOPs (Standard Operating Procedures) are met and appropriately managed when planning projects, developing materials, executing projects and contracting vendors 

• Ensure HCC and legal requirements (Fair Market Value, Transfer of Value rules, Promotional Materials rules) are fully understood, appropriately managed and complied with when planning 

projects, developing materials, executing projects and contracting vendors 

• Maintain in the highest standards of ethics, quality, compliance and accountability: compulsory training must be completed on time, she/he should act in accordance with the Quality & Compliance Core Objective, and help others do the same when there is an opportunity. 

• Interacts with a network of KOLs and key stakeholders to build and monitor company/ brand loyalty. 

he anticipated base pay range for this position is [199.000 PLN] to [.319.700 PNL)

In addition to base pay, we offer the following benefits: sales commissio depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.

Required Skills:

Preferred Skills:

Business Development, Cross-Functional Collaboration, Customer Centricity, Developing Others, Immunology, Inclusive Leadership, Leadership, Market Knowledge, Performance Measurement, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Product Marketing Sales, Revenue Management, Sales, Sales Territory Management, Sales Trend Analysis, Strategic Sales Planning, Team Management