Johnson & Johnson Careers
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Key Account Business Developer Vision Care Madrid
Requisition ID: 1700208200W
Responsible for achieving sales objectives by selling products to new and established National/Key Accounts within a prescribed territory or region. Also responsible for achieving Vision Care product sales to new and established Eye Care Professional accounts, to achieve sales objectives and greater market penetration.
Must be able to manage large regional retail chains, buying groups and Internet customers (Key Accounts). In small markets, manage all or most Key Accounts.
This job is eligible for sales incentives/sales commissions.
Roles & Responsibilities
Manages large regional retail chains, buying groups, Internet customers (Key Accounts).
Builds relationships with key decision-makers for new and established accounts. Identifies opportunities for field sales force to secure sales.
Acts as liaison and primary contact with major commercial and industrial customers.
Conducts presentations to customer executives and decision-makers.
Prepares formal proposals and leads negotiations. Prepares sales contracts and routes for approvals.
Coordinates and performs economic and competitive analysis. Analyzes customer business opportunities and threats and designs plans to capitalize on them. Establishes sales plan and specific project plan for key accounts. Develops accurate sales forecasts and reports.
Regularly reviews Order To Cash (OTC) performance of KA(s) and seeks ways of increasing efficiencies and improvements.
Understands the data required to be sufficiently informed about a customer account and properly uses JJVC systems to acquire it. Knows the decision making protocols and the role of stakeholders at the strategic account level. Adapts selling approach appropriately based on customer’s segment to maximize impact and drive business. Anticipates customer responses to changes in the vision care environment and uses those insights to make appropriate adjustments. Effectively applies knowledge of JJVC industry and current trends to develop strategies to drive business success.
Category Management and Shopper Activation
Aligns JJVC’s unique insights to key customer priorities, reframing the customer’s understanding and driving action. Effectively leverages product and technical knowledge when gaining customer commitment. Rallies category resources and cross-functional resources to address customer needs. Applies understanding of company product value proposition and, with support, can communicate this with the customer, effectively differentiating JJVC products from the competition. Has a clear understanding of the Patient Journey and leverages account specific marketing initiatives to influence the consumer/patient/ shopper during the critical moments pre-, during, and post-examination.
Customer and Stakeholder Engagement
Consistently establishes enduring trust with the customer and business partners. Collaborates across different teams beyond the immediate business and geography (e.g. Internal crossfunctional, External Customer, & Field Sales) to drive results. Is sought out by customers and business partners to collaborate on new business ideas and lead the Business Academy (BA) process. Sets and upholds JBP standards and consistently succeeds in implementing JBPs that create mutual value. Understands and applies the Strategic Selling Process and the supporting tools to optimize interaction with the strategic accounts to achieve business objectives. Uses multiple approaches to effectively negotiate and overcome obstacles in order to achieve win-win outcomes for the customer and JJVC.
Proactively aligns budget, people, and other organizational resources to achieve plans. Leverages business reviews to develop business strategy. Demonstrates an understanding of how product price is influenced by contracts, as well as the effect of pricing/contracts on the business. Understands and considers all key financial processes and metrics important to the customer and the business (e.g., contracts, pricing, ROI, P&L). Incorporates applicable analytical tools and compliantly uses budgets to deliver business results.
Fluent in Spanish and English plus good level of Portuguese
Strong analytical an organizational ability
Adaptable and open minded, a person who learns quickly an embraces new challenges <head on with positive can do-attitude
Customer focused and passionate to spend time with customer.
Excellent and natural ability to establish and build rapport with clients
Bachelor /degree preferably Business administration
Spain-Community of Madrid-Madrid
Johnson & Johnson, S.A. (8500)