Regional Sales 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 https://www.jnj.com

Job Function

Pharmaceutical Sales

Job Sub Function

Sales – Neuroscience (Commission)

Job Category

People Leader

All Job Posting Locations:

Johannesburg, Gauteng, South Africa

Job Description

Essential Job Duties and Responsibilities

Business Area Performance

• Meet or exceed annual sales targets as determined in the FBP (Financial Business Plan) for the company
• Sales Manager takes full responsibility and accountability for business results, people
  
  

development and performance and effective management of the sales team

• Monitor daily activities of customer-facing staff and coach to continually improve their
  
  

performance in key competency areas (60% time spent doing this). Recorded in “iConnect”

• Provide guidance to direct reports on the preparation of their Territory Business plans (SIG etc.)
• Organize required cycle meetings for PSR’s (in collaboration with CVT)
• Organize sales meetings for field-based customer facing-staff, rotating leadership/roles and responsibilities as appropriate
• Sales force effectiveness by analyzing sales, customer and activity data to monitor
  
  

progress against objectives and communicate progress to PSR’s in an easy to understand and motivational way

• Set incentive forecast targets for direct reports in collaboration with HOS and CIE manager
• Optimize resource levels of PSR team to recruit and retain talent through G&O planning and follow through
• Monitor whether direct reports are working to HCC / Safe Fleet / PV / Minimum input guidelines through field visits and time spent with direct reports
• Use reports to monitor the progress of sales, expenses and operating expenses
• On-going Coaching of the Sales team
  
  

Business Area Management

• Create, build and expand the value of the business area through feedback of in-field intelligence and discussion with CVT
• Develop and expand technical knowledge necessary for business area management and
  
  

customer

Other Responsibilities

• Routinely employ visits with an ever-broadening base of sales representatives and customers to enhance market knowledge
• Ensure all necessary information is communicated and delivered to all existing and new
  
  

stakeholders

• Promote and build strong local KOL relationships in the therapeutic area
• Encourage sales force communications relative to market trends, competitive pricing and
  
  

activities of competitors

• Perform training for sales force, customers and internal support functions when needed
  
  

Leadership & Development

• Provide the leadership and development necessary for PSR’s to meet their JD’s
• Provide the best possible leadership support to all subordinate co-workers by creating the best environment for each direct report to excel and grow in their current role, for both long- and short term
• Participate in management team discussions/meetings to develop and refine national business plan and implementation plan
• Contribute to the development of other cross-functional plans such as marketing plans with CVT
• Analyze and interpret customer activity / account plans and sales data from iConnect/Ensemble and utilize other sources where necessary / appropriate to gain a broad understanding of business environment in which the territories operate
• Conduct regular territory performance reviews; identify areas for improvement early, and develop and execute performance improvement plans where necessary with PSR’s
  
  

PERSONAL DEVELOPMENT

• Pursue programs and activities, which lead to personal development and added personal
  
  

value to the company and the aligned with business goals

• Study and participate in internal and external programs on topics relevant to areas of responsibility as well as areas of personal development
• Continuous personal improvement and development plan as per G&O
  
  

Minimum Qualification

• Tertiary Qualification and minimum 5 year’s sales or management experience of
• Computer literacy – MS Office suite
• CRM knowledge
• Demonstrable skills in leadership, influencing, managing workloads/projects, problem solving /decision making, coaching, motivation
• Sees possibilities not limitations
• Listening and team building skills