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Commercial Manager (ETHICON Open Surgery)

Уровень зарплаты
з/п не указана
Город
Москва
Требуемый опыт работы
3–6 лет
Подразделение изделий медицинского назначения и оборудования компании – это самый большой и диверсифицированный в мире бизнес в сфере медицинского оборудования и расходных материалов, обеспечивающий профессионалов здравоохранения самыми современными, технологическими, медицинскими решениями для лечения и диагностики заболеваний в области кардиологии, сердечно-сосудистой хирургии, онкохирургии, нейрохирургии, общей хирургии, травматологии и ортопедии, спортивной медицины, офтальмологии, эндокринологии, акушерства и гинекологии.

Medical Devices Division as a part of Johnson & Johnson Family of Companies is looking for a strong candidate for Commercial Manager ETHICON Open Surgery based in Moscow

This job is to develop and lead ETHICON Open Surgery distribution network in Russia and CIS countries. Provide commercial support for business and ensure sales effectiveness in tender channel. Reports to BU Director.

Activities and functions:

Distribution network management

  • Develop a distribution strategy for Russia and CIS in collaboration with BU Director/RSMs
  • Develop/Improve distribution policy / discount scales, align them with Finance, Legal and HCC departments
  • Ensure proper communications of distribution strategies and discount scales to distributors
  • Create a development plan for distributors (country-wise, regional-wise or for particular distributor) with the help of RSMs / PSs / CSSs
  • Make analysis and find gaps in regions by product groups to cover by new distributors. Develop interaction with new distributors
  • Organize and participate in regular meetings with distributors (Distributor club – once a year)
  • Maintain distributors database with information related to distributors
  • Coordinate and perform trainings for distributors (product training, legal training, HCC training)
  • Maintain contractual routine in line with internal J&J policies and procedures
  • Ensure that all distributors are aware and aligned with HCC policies and procedures
  • Build effective cooperation with distributor key stakeholders, identify their needs and provide them with expected operational support

Tender channel management

  • Consult sales team and distributors on various tender law questions
  • With support of legal department organize and deliver tender law trainings for sales force and distributors
  • Monitor and prepare internal communication rechanges in tender law and administrative/arbitration practices

Maintain operational excellence / partnership with sales and marketing team

  • Control over calculation and approval of standard quarter discounts
  • Assess effectiveness of discount scale to increase distributors’ motivation and be aligned with business targets. On a quarter basis monitor and report to BU Director distributors policy execution
  • Approve payments terms and credit limit for distributors
  • Develop and maintain distributors reporting system
  • Support Credit control to facilitate payments of debts by distributors and collection of bad debts with the help of RSMs / PSs / CSSs
  • Be the first contact for J&J internal departments when interaction with distributors are involved, coordinate smooth resolution of the issue

Requirements:

  • Degree level educated, Degree in Law/Economy would be an advantage
  • Minimum 5 years of commercial experience in medical devices or pharmaceutical companies with major focus on sales in governmental sector and business development
  • Demonstrable track record of leadership and results, coupled with a performance driven approach
  • Cross-functional working knowledge of marketing / finance / IT / supply chain / commercial / healthcare economics to help drive non-product related value added services
  • Strategic thinker with the ability to convert customer business drivers and market information into commercial solutions
  • An advanced understanding of the healthcare market environment / country’s healthcare policies and identification of short term and long term factors that may affect the business
  • Be a good negotiator and possess a high degree of self-confidence, courage and conviction. Ability to build strong customer contacts

We offer:

  • Competitive salary
  • Medical and life insurance
  • Meal allowance
  • Fitness compensation
  • Corporate car

Тип занятости

Полная занятость, полный день