Johnson & Johnson Careers

Field Force Effectiveness & Training Manager

Zug, Switzerland; Vienna, Austria
Organizational Development

Job Description

Requisition ID: 1805694717W

Janssen is part of Johnson & Johnson Pharmaceuticals helping patients all over the world. The core areas of competence include hematology, oncology, immunology, CNS, PAH and virology. With the development of new products and innovative processes, the company has made significant contributions to the advancement of therapy for many illnesses. The World Health Organization included five drugs in its list of the most important medications.


Under the direction of the Business Excellence and PMO Director and in close collaboration & alignment with the business partners (namely the Business Unit Directors & National Sales Heads, Medical Affairs Director & Heads), the Field Force Effectiveness and Training Manager will be responsible for maximizing Janssen field force effectiveness. The key purpose of this role is to establish, drive, supervise and improve the effectiveness of the field-based, customer-facing teams (Sales Reps, MSLs, KAMs), to drive competitiveness and to ensure that Janssen is one of the most qualified and respected voices in the medical communities.

Field Force Effectiveness and Training Manager

  • Develop & execute comprehensive strategic & tactical plans to support the short- and mid-term objectives of the customer-facing teams.
  • Maximize effectiveness of Janssen field force through regular structured and ad hoc trainings & field coaching (when required).
  • Identify together with the business partners training needs of the field force and develop structured training plans and ad-hoc/specific training programs
  • New hires training on selling techniques (sales reps)/ call techniques (MSLs/KAM)/ coaching techniques (NSHs/MAF heads).
  • Revise training effectiveness by potentially adjusting current programs and/or developing new approaches and techniques
  • Advice business partners on field force best structuring and sizing to maximize business impact for new and existing TAs/products/indications.
  • Work with business partners on maximizing the quantity and the quality of touchpoints with customers (F2F and other channels).
  • Harmonize/standardize in collaboration with business partners field force effectiveness, capabilities & competences across all therapeutic areas.
  • Design, implement & track sales force incentive plans together with the business partners and in alignment with internal guidelines.
  • Jointly with the CRM Solution Manager and business partners, continuous revision & improvement of Janssen CRM tools (i-CONNECT)
  • In alignment with business partners and EMEA guidelines, definition, revision & standardization of field force KPIs & metrics
  • Participate in the recruitment & development plan of the field force representatives
  • Select, develop & manage relationships with key external service suppliers

  • Ideal candidate will have 5-8 years of progressive experience in the pharmaceutical industry gained in customer-facing roles and with at least 3 years of field force leading training and coaching
  • Sales experience is a must
  • Bachelor’s degree required, advanced business or science degree preferred
  • Experience in key therapeutic areas (i.e. Immunology, CNS, Oncology, Hematology, Rare Diseases) is preferred
  • CH & AT experience is preferred
  • Strategic thinking & leadership by influence.
  • Results oriented and strong  business acumen.
  • Strong critical thinking, analytical and problem solving skills.
  • Demonstrated change management skills.
  • Ability to lead and challenge others in a fast-paced work invironment
  • Highly energetic, well organized, self reliant, able to successfully drive performance and deliver results in a timely and efficient manner.
  • Strong project management skills and ability to manage multiple projects simultaneously.
  • Ability to facilitate cross funtional collaboration (e.g. Sales, Medical, Access, Marketing, Compliance, Finance, Business Excellence)
  • Ability to work within all levels of organizational hierarchy and to establish positive working relationships
  • Strong communication skills.
  • Communicates fluently in German & English (written and spoken). Fluency in French & Italian is highly appreciated.
Wilingness to 30-40% travel within the Alpine region.

Primary Location
Other Locations
Europe/Middle East/Africa-Austria-Vienna-Vienna
Janssen-Cilag Switzerland (7325)
Job Function
Organizational Development
Requisition ID