Job Description
At
Johnson & Johnson Vision, we have a bold ambition: to change the trajectory of eye health. That’s why, through our operating companies, we’ve developed solutions for every stage of life—to help people see better, connect better and live better. We partner with eye care professionals to provide some of the world’s leading products and technologies to address refractive error, cataracts, dry eye, and beyond. We are committed to using our reach and size for good, and strive to put quality eye care within reach of everyone, everywhere. Visit us at www.jjvision.com. Follow @JNJVision on Twitter and Johnson & Johnson Vision on LinkedIn.
The Sr. Manager, National & Key Accounts is a key member of the Canadian Vision Care leadership team. They are responsible for managing and strategically guiding senior level relationships for all of our customers while also providing leadership to his/her team on their assigned customers and customer projects. They will also be responsible for ensuring that work meets quality standards as well as customer business objectives. They must have a strong understanding of the customer’s business, industry, economic model, organizational trends and customer needs and strategies. The position must be able to conceptualize, develop, plan and execute a comprehensive business plan and strategy that fuels customer solutions across various customers and channels in a rapidly changing marketplace while considering Canadian, North American and Global needs. This position has oversight to our entire complex customer base, including staffing and resource planning to serve all of these customers. The portfolio consists of National Retail (Costco, Wal-Mart, Loblaws, Newlook), Retail (~10), Internet (7) customers (Clearly & Kits) , Buying Groups (7), and the remaining Independent Eye Care Professionals as a separate and distinct group. This role will also be responsible for day to day account management of a group of these customers (Clearly, Visionpros and assist with FYI Doctors and Eye Recommend). The Sr. Manager, National & Key Accounts is accountable for achieving monthly, quarterly and annual sales forecasts. Responsible for budgets, customers agreements, sales LE forecasts, marketing investment and proven ROI. They will develop and execute long and short term strategies and promotions for national customers by developing comprehensive strategic business plans via Joint Business Plans for both near and long-term growth while identifying and developing customized opportunities by customer that include product, promotion and field differentiation. The Sr. Manager, National & Key Accounts will need to understand and assess existing customer business models to further develop commercial strategies. The Sr. Manager, National & Key Accounts will position and deliver economic and value-related solutions to financial decision makers within all customers.
The Sr. Manager, National & Key Accounts will partner strategically and actively with the field sales organization and leverage trends and real time market information and develop programs to drive profitable growth. The Sr. Manager, National & Key Accounts will manage customer relationships and is responsible for influencing and generating customer behaviors that align with, and are mutually beneficial to attaining the goals and strategies of both JJVC and the customer. They will assess customer needs and prepare strategic plans to optimize customer satisfaction in order to attain JJVC business goals. The Sr. Manager, National & Key Accounts will establish and maintain superior relationships with JJVC’s customer partners at all levels within the organization as well as cross functional department alignment internally as well as senior buyers and executives and work closely with U.S. colleagues. They will have the responsibility of negotiating large contracts, acceptance of price changes and growth incentives that have the ability to grow or inhibit business results. The Sr. Manager, National & Key Accounts will work with his team to develop field execution plans for customer programs and promotions, coordinating with marketing and field resources. The Sr. Manager, National & Key Accounts will demonstrate ROI for all promotional/provisional spend and execute regular business reviews with customers and internal business partners and coordinate all new product launches and product discontinuations with customers.
Major Responsibilities
- Managing and strategically guiding senior level relationships for all of our customers.
- Conceptualize, develop, plan and execute a comprehensive business strategy that develops customer solutions across various customers in a rapidly changing marketplace considering Canadian, North American and Global needs.
- Responsible for day to day account management of a group of these customers.
- Develop and execute long and short term strategies and promotions for national customers by developing comprehensive strategic business plans for both near and long-term growth while identifying and developing customized opportunities by customer that include product, promotion and field differentiation.
- Manage short and long term P&L by key customer to maintain profitable return on investment.
- Position and deliver economic and value-related solutions to financial decision makers within all customers.
- Partner strategically and actively with the field sales organization and U.S. and Global Colleagues to leverage trends, insight and real time market information and develop programs to drive profitable growth.
- Manage customer relationships and is responsible for influencing and generating customer behaviors that align with, and are mutually beneficial to attaining the goals and strategies of both JJVC and the customer.
- Assess customer needs and prepare strategic plans to optimize customer satisfaction in order to attain JJVC business goals via annual Joint Business Plans.
- Establish and maintain superior relationships with JJVC’s customer partners at all levels within the organization as well as cross functional department alignment internally as well as senior buyers and executives.
- Responsible for managing/overseeing contract development/business agreements, price increases, negotiation and approval, corporate pricing and ROI measure for assigned accounts (aligned to pricing strategy).
- Develop field execution plans for customer programs and promotions, coordinating with marketing and field resources and develop and maintain account dashboards nationally, regionally and at a district level.
- Demonstrate ROI for all promotional/provisional spend and execute quarterly business review with customer and internal organization as well as management and monitoring of customer incentive programs along with inventory management as it related to new product launches as well as existing customer programs.
- Sets strategic and tactical priorities for the Account Management team reporting to them, aligned to customer strategies for assigned segments and channels.
- Leads new product launches, trade promotions, merchandising and educational customization processes for assigned channels by coordinating efforts of Marketing and Customer Strategy and by managing execution through the Account Management team.
- Collaborates with Global and US Account Management teams to maximize leverage of global/NA Customers in Canada.
- Manages and develops two direct reports.
- Complies with HCC guidelines and reporting requirements, adheres to environmental policy and procedures, and supports department environmental objectives. Engages in credo-based decision making.
- Minimum of 7 years sales experience including national/key account responsibility, managing multiple accounts or vendors at a corporate level.
- A Bachelor’s degree is required
- Spoken knowledge of the French language would be an asset
- Candidate must be able to demonstrate successful experience with managing multiple accounts or vendors.
- Strategic business planning and demonstrated influencing/negotiation skills
- Demonstrated effectiveness in selling value proposition and solutions, strong presentation skills
- Strong analytical skills, adept at business planning and financial models
- Commercial line management experience with coaching and mentoring skills to develop team members
- 20-30% travel throughout Canada
Diversity and inclusion are central elements of the shared culture across the Johnson & Johnson Family of Companies. Attracting, developing and retaining a workforce that reflects the diversity of our customers and communities is essential to our success. We are committed to providing a respectful, inclusive and accessible work environment where all employees have the opportunity to achieve their potential.
Primary Location
NA-CA-Ontario-Markham
Other Locations
NA-CA-Ontario-Toronto
Organization
7694-Johnson & Johnson Canada Inc. Legal Entity
Job Function
National Accounts
Job Qualifications
Requirements: