Channel Management Lead

Êring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science -- bringing creative ideas, products and services to advance the health and well-being of people. Every day, our more than 130,000 employees across the world are blending heart, science and ingenuity to profoundly change the trajectory of health for humanity. Janssen India, the pharmaceutical division of Johnson & Johnson India, is dedicated to addressing and solving some of the most important unmet medical needs of our time in India, in oncology, immunology, neuroscience and analgesia, dermatology, infectious diseases and metabolic diseases. Driven by a strong dedication to the health and well-being of patients, Janssen India brings innovative products, services and solutions to people throughout the world. Janssen recognizes the impact of serious conditions on people’s lives, and aims to empower people through disease awareness, education and access to quality care in six therapeutic areas. Job Description: Johnson & Johnson Pharmaceutical is recruiting for Commercial Operations Lead role, located in Mumbai This is critical and visible role in Janssen India team to handle Channel Management responsibility to support commercial teams. Person will be accountable to effectively manage channel partners (1200+ distributors) which will include relationship management, appointments, rationalizations, performance reviews and strengthening channel compliance. Key priorities will also require partnering with Commercial Excellence in building Channel Analytics for business reviews and decision making. Strong collaboration is needed with Commercial team, Compliance, Finance, Deliver and Supply chain teams. Key Responsibilities: Channel Management Field & Customer Connect: To Understand their queries and support with Channel Analytics to drive decision making during customer visits. • Sales team connect: Field work & Cycle meets participation • Distributor Connect: Visit priority customers of all franchise • Industry benchmarking: To understand practices around claims settlement, cheque management, relationship management etc. Distributor Lifecycle Management: Understand, document and look at following processes for improvements • Distributor appointment • Distributor contracts, annual renewal and due diligence cycle including support to ongoing investigations • Distributor rationalization and F&F process • FDA parties and Standard Operating Processes to Onboard or rationalize as per internal guidelines Distributor Relationship Management Positive working relationship: • Manage relationship with associations • Regular connect & queries to be addressed • Communication & info sharing with channel partners Focus on priority customers • Workout delight programs for top distributors • Creating & Managing Advisory board Claim Management related Enhancements • Collect customer feedback and review process with Finance and GS team; Define & Measure Success Create Standard Operating Procedures • For termination and Onboarding of distributors • For communicating change to the current ways of working Partner with HCC and Finance team to ensure DD and all compliances and documentation done on time with distributors- owns the process with a checklist to complete all activities, engage all stakeholders for sign-off and define scope of Non-HCC flags during DD with help of legal and other teams. Measure Effectiveness of Partner Programs Business Processes and Engage with Cross Functional teams to drive: Programs around Price Difference Claims and how Effectiveness will be measured in terms of improved Sales Growth Review Cash Discount Policies and the process drives the Cash Flow Effectiveness Build programs to review coverage by Franchise and Territory Support Territories with new distributor appointment which are under covered by providing analytics around available partners options and hold appointment for territories which are adequately covered Partner with Commercial Excellence Supporting Commercial Excellence in supporting projects to improve Sales and Marketing Intelligence Training Field Force to adopt with new tools and technologies rolled by Head Office Insights based on commercial excellence team dashboard and reports on Distributor’s’ performance Qualifications Education: Post-Graduation in Management. Experience and Skills: Prior experience in Sales role and managing Channel/ Distributors At least 10 years of professional work experience out of which 2-3 years should be in hands on dealing with distributors/ channel Prior knowledge on compliance, SOPs is a plus has interest in new and emerging models like -big retailers and e-commerce. Are you ready to impact the world? Johnson & Johnson offers an unusual experience to professionals looking for an opportunity to work with hardworking people who share your real passion for caring in an environment that empowers you to drive your own career. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. This description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Primary Location India-Maharashtra-Greater Mumbai- Organization Johnson & Johnson Private Limited (8080) Job Function Strategic Planning Requisition ID 2206060892W