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About the Role

The Ortho Commercial Business Manager will develop mutually beneficial relationships with key NHS hospital groups for Depuy Synthes to become the preferred long-term strategic partner and drive profitable sales and market share growth. This role involves a transformative journey to combine a transactional business model with a value-based organization, emphasizing long-term strategic partnerships with key customers.

Responsibilities

Build and own ongoing strong relationships with key stakeholders within the C-Suite and at regional/site level to secure long-term sales growth.
Work across the customer matrix by region to ensure a detailed understanding of the customer environment and key customer careabouts.
Support the sign-up to NHS procurement frameworks and negotiate commercial contractual sign-up.
Be considered the business expert across the NHS in relation to the Ortho portfolio, understanding mechanisms, negotiations, and tender shaping.
Support the construction of growth-based pricing proposals through analyzing customer and Health economic data.
Sell the J&J Medical device commercial proposition through relevant frameworks to develop long-term partnership agreements.
Work across the JJMT matrix to support tender applications and contract management.
Support data analysis which underpins deals, illustrating and communicating the deal clearly to customers.
Manage price, volume, mix, and other commercial terms for the Ortho portfolio.
Support customer debt and pricing queries, drive contract compliance, framework sign-ups, and volume-related band changes.
Support value-based contracting and drive implementation across the franchise.
Support quarterly pricing reviews with the account.
Provide environmental knowledge, market intelligence, and sales opportunities to sales colleagues.
Support the delivery of commercial proposals to drive the value-based agenda tailored to individual NHS accounts.
Stay up-to-date with market trends and focus on changes in funding and service delivery.
Lead pricing set up and be the expert in NHS frameworks, demonstrating exceptional knowledge of applying commercial proposals.
Understand how to leverage the commercial proposal to drive the value-based agenda tailored to the account.
Execute the contract management process to minimize delays in contract and pricing set up, and drive growth through product sale.
Shape the in-depth understanding of the commercial selling process within the regional team.
Translate data insights into actions that challenge the status quo and reinforce competitive advantage.
Drive data-driven analysis of market and customer KPIs to match the tailored commercial offer to the customer.
Connect, understand, and work within the commercial matrix to position the right capability for specific customer needs.
Proactively assess, clarify, and validate the commercial requirements of the customer.
Gather feedback & insights from non-clinical customers and internal partners.
Build strong relationships with non-clinical purchasing stakeholders to secure long-term sales growth for J&J MedTech.
Deliver sustainable, profitable growth through tailored commercial proposals.
Use commercial, outcome-based deal building, strong business acumen, and negotiation skills to manage contracting and tender processes.
Keep up-to-date with market trends and focus on changes in funding and service delivery.

Requirements

Strong commercial acumen evidenced by experience of working with or for the NHS/Private Sector.
Extensive experience and background in working with data to build commercial proposals within the medical device sector.
Evidenced ability to deliver multi-layer “deal making” in healthcare.
Confident with analysis and commercial frameworks.
Experience of shaping contracts outside of frameworks.
Ability to structure, manage, and deliver change.
Strong track record of successful engagement with clinical & non-clinical stakeholders on operational matters.
Ability to work effectively in a cross-functional matrix to successfully deliver objectives to time and budget.
A working understanding of the operative pathways in a hospital (commercial and purchasing).

Skills

Commercial acumen
Data analysis
Deal making
Analysis and commercial frameworks
Contract shaping
Change management
Team player
Communication skills
Interpersonal skills
Stakeholder engagement
Cross-functional collaboration
Hospital commercial and purchasing pathways
Microsoft Office Suite
CRM systems
Data analytics tools
Salesforce.com (preferred)
Business intelligence platforms (preferred)

Location

London, United Kingdom
Oxfordshire, England, United Kingdom

Work Type

Full-time
Commission

Experience Level

5+ years of experience in commercial operations, sales excellence, or related roles within the healthcare or medical device industry.
Strong analytical skills with experience in data analysis, market research, and performance metrics tracking.
Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively across all levels of the organization.
Strategic mindset with the ability to think critically, solve complex problems, and drive results in a fast-paced and dynamic environment.

About the Company

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity.
DePuy Synthes is the largest, most innovative and comprehensive orthopaedic and neurological business in the world. DePuy Synthes offer an unparalleled breadth and depth of products, services and programs in the areas of joint reconstruction, trauma, spine, sports medicine, neurological, craniomaxillofacial, power tools and biomaterials.
Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals.
Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans.

Equal Opportunity

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.