Regional Business Manager-2206092310W at Johnson & Johnson

Broad Purpose / Function

• The Regional Business Manager (Sub Saharan Africa) will be responsible for all elements of Business Development in a set of Sub Saharan African Markets including strategy definition, business plan development and execution of Brand initiatives for all Johnson & Johnson Consumer Brands.

Key Responsibilities

• Support Distributors to grow in Market sales, distribution and merchandising in Country
• Set and support (through the distributor) Key customer business account plans.
• Guide (based on J&J Strategy) the distributor on price model / value chain to achieve desired consumer price and optimize the distributor Margin.
• Set and supervise firm order forecasts with each distributor.
• Monitor distributor inventory levels as per the contract.
• Recommend & ensure execution of optimal Go To Market execution, key channels, key customers coverage & service requirements.
• Delivering the sales metrics (Sell in and In Market Sales).
• Co-ordinate sales department projects, new channels, new customers, new business or geographic development as identified.
• Work with distributors to develop sales organization capabilities, cost optimization, sales incentives as well as standard methodologies for distributors
• Monitor and support setting of budgets and control spend
• Set yearly JBP targets, by region, by Distributor, communicate and ensure plans to achieve set targets
• Recommend communication approach with Distributors, Key Accounts in country
• Key performance indicators and measurement tools to monitor performance/compliance
• Support achievement of in store execution excellence at POP (Look of success) with tools to track compliance.
• Identify range expansions through “Must stock lists” by Key account/ Channel
• Support Development of Distributor capabilities / Sales managers / Reps
• Training of distribution staff (Linked to Distributor capabilities program)
• Market / Trade Audits in country to identify market / Consumer changes and NPI launches
• financial management review and co-ordination of Distributors within Shipping and credit terms
• Ensure compliance to HCC (Health Care Compliance) guidelines.
• Acquire knowledge of the Quality Management System that have been adopted by the J&J AMET Cluster of Marketing Companies and the relevant Quality System Procedures that are applicable to the job through inclusion of related processes and procedures in the individual training plan and implementation of these procedures in the applicable job-related processes.
• Maintain 100 % adherence in training plan timeliness and ensure appropriate application of relevant Quality and Compliance processes and procedures to the job.
• Report any non-compliances or deviation to the Business Quality and Compliance Head of sub-cluster in AMET

Dimensions / Key Performance Indicators

• Price modelling / Value chain understanding.
• Collaborative Forecasting with Distributors
• Forecast monitoring with Demand management team and Distributors
• Review Regulatory compliance/ Local and in country requirements.
• Supply Chain / Customs knowledge
• Finance – Debtor management
• Portfolio Marketing Management
• Export controller / Permits /Orders
• Sales & Merchandising training with Distributor sales force.
• SSA regional team interaction
• Relevant business degree

Experience and Skills:

• Minimum 5-7 years' in a customer-facing role within the FMCG/ Healthcare with Export Business, Traditional Trade, MT & Field operations experience.
• Ability to work cross-functionally and Project Management
• Strong Commercial, analytical and financial competence
• Effective Negotiator
• Excellent influencing, communication and presenting skills
• Able to build relationships
• Team player with a Strong command of the English language
• Proficiency in Excel, PowerPoint, SAP and Data Analytics

Other:

• Language requirements – Proficiency in English
• Travel percentage – 25%