Senior Director, National Sales - Specialty Channel - Skillman, NJ

  • Company: Johnson & Johnson
  • Location: New Jersey, United States
  • Posted: March 01, 2017
  • Reference ID: 0959170214-en-us

Johnson & Johnson Consumer, Inc, a member of Johnson & Johnson’s Family of Companies, is currently recruiting for a Sr. Director, National Sales - Specialty Channel to be based out of Skillman, NJ.

Johnson & Johnson Family of Companies touches more than a billion people’s lives each day through our health care products and services, our corporate giving, and the volunteer efforts of our employees. The Johnson & Johnson Family of Consumer Companies develop and market beloved brands that address the needs of consumers and health care professionals worldwide. Our portfolio ranges across several distinct business units: Baby Care, Oral Care, Compromised Skin Care, Beauty, Feminine Care, and OTC products.

The National Sales Director, Specialty leads the sales and business development effort for J&J Consumer Group to an assigned customer group within Specialty, having a significant impact on J&J’s Consumer Group business, with over $550MM in annual revenue. The incumbent is accountable to deliver forecast, profitability and business plan goals through personal selling and relationship management activities, as well as overseeing the selling, analytical and relationship building activities of assigned staff. The Director, Specialty Channels is responsible for instituting innovative, best-in-class strategies and marketplace approaches to maximize business current results, while increasing market share and growth for the assigned customer group. This role is responsible for helping define assigned new customers and channels. The incumbent ensures alignment of all team activities for the Company and with the Customer’s strategic plans. Key responsibilities include, but are not limited to:

 The Specialty business is the largest and most diverse group of customers. This Director will oversee over 250 customers that range from Military, Convenience (On-The-Go), Institutional Sales (hospitals, prisons etc), Secondary distribution networks, and smaller Food/Drug/Mass customers. In addition they will manage all third-party Sales agencies.
 The United States Military (government contract) customer is a “LEAD” customer status. This requires senior level discussions to drive change, effective manage this business and oversee all contractual pricing obligations. Requires acting as key member of JnJ Consumer pricing committee and connecting with HCS.
 Serving as a sales leader for the assigned customer group, by influencing top level Customer decision-makers(now to include the VP,SVP and CEO level ) to enable the achievement of Sales and P&L goals of the Company and Customer, including revenue, share, profitability and return on investment of human and financial resource allocations.
 Time allocation for customer initiatives – 60% core business customer needs, 15% New Product Development & 25% on New Business ventures.
 Ability to asses and develop new product pipeline that match unique trade channel requirements. Ability to drive cross-functional change and support to deliver on new channel opportunities.
 Strategically Lead and Shape an Enterprise-wide Front End/convenience channel capabilities. Develop the strategy to place our items in secondary locations as well as new On-The-Go codes.
 Understanding of various logistical support requirements and ability to drive change internally to meet needs.
 Managing the activities of assigned customer sales team members to ensure that customer business plans are executed successfully, modified as needed to meet changing market conditions, and that they deliver the intended outcomes
 Developing and implementing industry-leading strategy with senior decision-makers at both Customers and the Company that enhance business results and operational effectiveness, while recognizing the impact of decisions on the category at large and Company and Customer profitability and growth
 Leading the development and delivery of customized customer plans for each product group, to include product, placement, pricing, and promotion (4P’s) and Business Planning process for the assigned customer
 Supporting the forecasting process at the Customer level by overseeing the analysis and tracking of key metrics to ensure accuracy and identification of issues and opportunities. Provides timely and accurate reports to enable supply and logistical efficiency
 People development including staff, train, coach and develop team members and develop a high performing team culture
 Providing accurate insights on the marketplace and customer group to cross-functional partners for each product group to ensure that J&J Consumer Group’s marketing and sales strategy is developed and executed
 Providing early and constant input into the new item process by addressing all the key elements of sales plan including the pricing, promotion, shelf placement and distribution. Overseeing the new product launch process by leading and monitoring the activities of reporting sales staff with their assigned customers
 Collaborating across functions to ensure alignment and agreement on deliverables and goals, both at the team and J&J levels
 Leading the development and implementation of efficient team business practices
 Human and Financial resource deployment decisions within the Team and compliance to company policies
 Establishing the sales and marketing priorities for the team and helping to broadly set the Sales Strategy for the Customer group, across all product groups in 4 GBU’s
 Leading top leadership meetings with Customers, such as top-to-top decision-maker meetings or other business interactions, as assigned
 Leading the Talent and Performance Management processes for the product group team, including alignment of goals, roles & responsibilities, protocols within team and the broader organization, including career development of the team members

 4-yr degree
 12 years total business experience required
 At least 6 yrs. prior experience in consumer package goods in a sales or Customer Marketing, or Customer Team capacity required
 Prior director experience required
 At least 2 prior rotations as a D1 customer leader required
 Experience in managing and developing teams
 Prior management experience of 6 or more years required
 Sales/Prior bag carrying experience required
 Specialty sales experience preferred
 Established relationships with executive level customers required
 40% travel (predominantly domestic, some international)
 Must sit in Skillman, NJ

Required Skills/Abilities
 ability to staff and enroll team members and delegate responsibilities to develop and execute the Company and Customer Business plans for the assigned Customer group including appropriate coordination of one global customer
 Ability to influence and drive change of the internal JnJ functions including finance and marketing, mfg and supply chain.
 comprehensive knowledge of consumer products industry, the Category, Product Group strategies, competitive products, classes of trade and the ability to apply this knowledge to solve complex problems successfully
 effectively resolve competing priorities for the team and for assigned Customers, within Categories or Brands
 understands the needs of Customers and the needs of J&J. Serves as liaison to ensure good strategic alignment of systems and strategies
 strong negotiating skills, with the ability to influence up one or more levels and at top to top levels across J&J and the Customer organization
 proven ability to provide customized business recommendations, based on industry and competitive data to enhance ability to win at the shelf and achieve outstanding business results
 strong computer skills, including MS Office applications, database information sources and web applications
 strong influencing skills, with ability to positively influence senior management of both the Marketing and Sales functions strategy both at Company and Customer levels, providing early and constant input into new item process and to navigate the internal cross functional partners for results
 must possess a proven ability to initiate and execute a customer aligned strategy for a cross category platform, pricing strategy or thought leadership initiative

Preferred Knowledge, Skills/Abilities
 broad experience across sales, operations and category roles; some with larger teams or with multiple levels of reporting staff

Primary Location
United States-New Jersey-Skillman
J & J Consumer Inc. (6101)
Job Function
Selling Consumer
Requisition ID

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