[Surgical Vision] Commercial Operation & Strategy Manager, TW/HK
Johnson & Johnson Services, Inc
Taipei, Taiwan
4天前

JobPurpose and Scope

Toassess all customer-facing function (sales, Marketing, Customer experience / Service, market access and development), with the objective to improve allcompetitive position of the affiliate’s marketing, sales force effectivenessand development need to achievement of current and future TW / HK business goal.

Plan,direct for appropriate affiliate improvement / development as agreed to byCountry manager to ensure sustainable and profit growth.

  • Overall
  • Responsible for articulating and communicating Commercial Excellence strategy to the affiliate and to serve as a role model for Commercial Excellence behaviours and values.
  • Partner with other areas (Marketing, sales, Market Access, Customer Experience / Service, QA, Communications, IT etc) in order to define and implement processes to optimize productivity of the sales force.
  • Link all processes and results.

  • Be a Change Agent to drive cultural change in the organization . Continuously secure and evaluate relevant information, identifying key issues, trends, relationships and cause / effect as they impact the business.
  • Appropriately consult with experts. Create an environment where information, expertise and experience are broadly shared and used to create insights that shape the business.

  • Participate in ad hoc key projects per assigned by Commercial Head (e.g. assimilation of new business / products)
  • Improve customer experience by developing a process to get annual feedback from customers
  • Work with Regional IT on IT projects and funding
  • Explore areas to allow close partnership between Taiwan and Hong Kong
  • Lead for S&OP process
  • Coordinate the monthly S&OP process
  • Support Commercial Head for the monthly session with Region Team
  • Work closely with Finance partner to prepare the financial information required
  • Work with internal stakeholders (Sales Head / Marketing etc) in Taiwan and Hong Kong to prepare the required commercial information
  • Conduct financial validation and implications assessment of different scenarios.
  • Review total SG&A spend and highlight areas for resource efficiency.
  • Strategic Pricing and Sales Incentives Plan Design
  • Collaboration and partnership with stakeholders; facilitate data-driven price reviews
  • Raise visibility and importance of pricing discipline within organization (looking / reviewing price movements)
  • Facilitate and review existing internal metrics
  • Design & review sales incentive scheme. Administer, communicate targets and payout on a quarterly basis to sales-force and sales management.
  • Sales support and Customer Segmentation
  • Surgeon Segmentation
  • BANT - utilizing BANT and to reintroduce BANT
  • Carry out gap analysis of current sales structure and strategy. Propose and facilitate decision making process on new sales force strategy if necessary.
  • Develop implementation plan and ensure execution, considering geographical deployment

  • Support sales team
  • Data Management & Analytics / Call Activity
  • review call tracking activities and trends within the countries; regular review with regional team
  • leverage tools such as Tableau
  • Raise visibility on call tracking activities
  • Marketing collaboration
  • Partner with Marketing to review the overall budget and the marketing mix optimization.
  • Support new product launches; adopt framework to execute robust launch strategies
  • Suggest ways for improvements as required.
  • Qualifications

  • Strong analytical skills
  • Strong written and verbal skills
  • Advanced computer literacy (Excel, SAP, Vision Analytics)
  • Ability to shape perspectives, influence diverse people & secure buy-in
  • Project management experience, with a discipline to execute on timelines
  • Minimum of 3 5 years industry experience in a mid to senior level management roles.
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