Johnson & Johnson Careers

Associate Director, Commercial Excellence, APJ

Singapore, Singapore
Strategic Planning

Job Description

Requisition ID: 1805661406W

Head- Commercial Excellence drives continuous improvements in sales tools and processes that enhances sales productivity and partners closely with Sales, Marketing and Training to design and deploy comprehensive strategies to drive business improvements.
This role leads the regional Sales Operations, Commercial Excellence & Analytics Team for Surgical Vision business.  They partner with key global, regional and local commercial (excellence) stakeholders to identify, prioritize and implement sales excellence projects; ensure continuous management support and communication, i.e. preparation of business reviews and presentation for senior management; and increase functionality and effectiveness of commercial excellence team through training, coaching and continuous support.

He/ She manages a team and reports to the Commercial Director - Asia Pacific & Japan

SFE – Sales Force Effectiveness 
  • Drive design, implementation and adoption of market segmentation and customer targeting methodologies 
  • Lead territory design & alignment, target setting, call planning initiative as well as KPI tracking
  • Work with countries on the design and calculation of sales incentive plans, review quarterly incentive payout to ensure incentive alignment with strategy as well as discuss and set guidelines and ensure governance
Salesforce Administration
  • Ensure a continuous enhancement of SFDC based on need assessment and technology progress
  • Complete the migration to JNJ IT with respect to SFDC as well as BO/BW 
Customer Experience
  • Lead the development and deployment of “cash to order” projects in APJ through close collaboration with Global CX team, representing the APJ voice and requests in global CX projects as well as assessing the need in APJ
Strategic Pricing
  • Increase the strategic pricing capability in the region by setting a vision and action plan as well as closely working with marketing, finance and country teams 
Project Management / Others
  • Drive financial and commercial-related analysis through cross-functional collaboration with Regional VP, Finance Director, Commercial Excellence Director  as well as Country Managers
  • Identify and lead key commercial projects and work closely with team to drive execution – Effective tracking and communication of project status and metrics
  • Ensure best practice sharing within APJ region as well as across regions and JNJ BUs to ensure continuous improvement in countries commercial excellence trough best in class tools & processes
  • Increase insights generation and interactive data visualization capability by rolling out a business intelligence tool, e.g. Tableau
  • Become an ambassador of the rapid value realization approach in the organization
  • Drive market research initiatives in the region by leading the initiative or providing relevant expertise with respect to timeline, approach, setup, outcome

Key Qualifications:
  • Minimum 8 years’ experience out of which at least 3-4 years should be in commercial excellence or a commercial excellence related field
  • Knowledge of IT tools and system especially Sales is a definite advantage
  • Good team leader well as team player leading direct reports as well as influencing larger country teams

Primary Location
AMO Singapore Pte. Ltd. (8387)
Job Function
Strategic Planning
Requisition ID