Johnson and Johnson

National Sales Manager – Oncology – Janssen UK

Location: National Role – 50% Travel required – Field Based.

Janssen is recruiting a National Sales Manager (NSM), to be based within our UK Operating Company within a nationwide field-based role.

Working for Janssen

For more than 130 years, diversity, equity & inclusion (DEI) have been part of our cultural fabric at Johnson & Johnson and woven into how we do business every day. Our commitment to respect the dignity and diversity of all is embedded in our Credo.

We know that the success of our business depends on having the best talent in a workforce that reflects the diverse markets we serve around the world and an inclusive culture that values different perspectives and life experiences.

That is why we here in the UK are working to create an inclusive environment where a diverse group of backgrounds, perspectives and experiences are valued, and each and every one of our people feel that they belong and can reach their potential. No matter who they are.

Diversity, Equity & Inclusion at Johnson & Johnson means “You Belong”!

Role Purpose

• Lead a national team of Oncology Therapy Specialists, ensuring coaching and development delivers best-in-class clinical sales experts to enable patient access to and uptake of J&J’s portfolio of Oncology medicines.
• Lead creation of sales strategy, targets, local target allocation and corresponding incentive schemes in conjunction with Head of Commercial Operations (HoCo)
• Understand the market dynamics relevant to product, the healthcare and economic environment to identify opportunities to grow market share.
• Ensure precise business forecasting and reporting – making use of relevant information to enable sound judgments about likely business changes, opportunities, and threats. Conducts ‘bottom up’ assessment of account opportunities.
• Ensure Strategic Account Management effectiveness – assist with the development of strategic plans with SAM and ensure appropriate national sales tactics are created and account plans are used to drive actions.
• Define, track & deliver metrics to measure success & build this into future thinking.
• Ensuring relationships and standard working practice across commercial teams and other functional partners are developed and improve the opportunity of the new commercial model deployed.
• Lead development of Oncology sales function & provide live feedback to brand teams.
• Develop & maintain relationships with leading national clinical KOLs.
• You will drive individual accountability and ensure that J&J brands are differentiated, and clinicians/ NHS system customers are well informed around their opportunity to prescribe.
• Provide strategic leadership to implement positive change and embed customer centricity into the company culture and operations.
• Lead monthly Business Reviews on behalf of your field teams and deputise for HoCo when required.
• Ensure compliance is at the heart of you and your TS team’s decisions.

As an NSM, you will be responsible for:

Leading the Therapy Specialists (TS)

• Lead the TS team to deliver clinical sales excellence and ensure Janssen Oncology brands achieve their desired sales objectives.
• Maximise short and long-term sales performance placing the patient into the centre of all efforts. Deliver against allocated sales targets & aspiration, brand Metrics, financial targets, marketing objectives, etc. to meet, or exceed objectives.
• Partner with Virtual Engagement Teams (Virtual Specialists) allocate the right resource to improve J&J brands.
• Partner with Strategic Account Managers (SAM) to ensure that your team have the correct mix of system customers to increase prescribing access and brand value selling.
• Help to build the Oncology brand plans commercial tactics to ensure the field deliver on the clinical call asks. Then ensure this translates through to those Therapy Specialist actions in the SAMs plans.
• Support the evolution of the customer facing model and how this could be deployed across the Janssen brands.
• Contribute to building and leading a high-performance organization to deliver plans by assisting the HoCo in selecting, training, coaching, and developing people.

Management of the Team

• Embed the sales vision, strategy, and objectives appropriately, encouraging collaboration and teamwork appropriately to contribute to the achievement of overall business targets.
• Encourages coaching both within the team and personally and responds productively to feedback from the HoCo, role models Company policies and practices.
• Assist with training initiatives, while identifying education gaps, and developing training across country commercial team and relevant partners.
• Listen to customers, understanding and acting on their needs, preferences, and perceptions, using this feedback to coach your team and improve the interaction experience for the customer.
• Ensure their team adopts the marketing messages, content, and strategy for a Brand to drive an integrated customer journey.
• Ensure accurate and timely CRM management and business plan review with customer engagement plans that demonstrate the full breadth of channels available optimized by brand to support a sequential selling approach & effective campaign management.
• Provide feedback to commercial teams/ senior leaders on brand execution, sales experience, and opportunities for optimization of user experience.
• Ensure field team develops & implement call plans that achieve optimal activity & coverage/frequency levels with target customers to improve access & sales opportunities.
• Delivery of excellence in CRM management with regards to call reporting (iConnect), use of data/dashboard (Qliksense) insights to make clear & precise decisions to drive success.

GROW a diverse team of experts.

• Recruits and builds a team of skilled and ambitious Therapy Specialists.
• Actively shadow, coach and performance manage Therapy Specialists to develop standard methodologies in person and virtual selling using virtual platforms skills with industry leading scientific knowledge.
• Ensure effective collaboration between functions within the immediate field team and broader partners.
• Set priority setting and define resource allocation to drive achievement of objectives and deliverables .

Growth Mindset

• Sets high standards and expectation and always aims to improve.
• Sees their business as their own, demonstrating ownership, accountability.
• Willingness to learning new skills and evolve ways of working – open minded.
• Embraces challenges & change, seeing these an opportunity to GROW.
• Looks for what we can compliantly achieve, not what we cannot.
• Willingness to change direction and adopt different brand and business priorities.

Cross Functional Working

• Strives, for a ONE TEAM approach in terms of Strategic Account Management.
• Demonstrate self-awareness through sound EQ/IE skills.
• Explores customer challenges & needs: Explores barriers & pain points, 360 view.
• Demonstrates awareness of all function’s roles &contributions to the wider brand plan.
• Working collaboratively with the key field functions of commercial sales, market access, service & solutions, plus medical to ensure all stakeholder come together achieving account plan goals.
• Demonstrate emotional self-awareness, ability to identify own emotions, the reason for them and their impact on behaviour; ability to identify with other’s feelings & act in an appropriate way.