Description
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Job Function:
Enterprise ManagementJob Sub Function:
Commercial ManagementJob Category:
ProfessionalAll Job Posting Locations:
Bangkok, Bangkok, ThailandJob Description:
Position Summary
Business Unit Lead is accountable for driving sustainable growth, market leadership, and overall business performance of the Orthopedics Joint Reconstruction portfolio in Thailand.
This role leads the development and execution of commercial strategies, ensures disciplined operational execution, and drives cross-functional alignment to deliver business objectives. The incumbent partners closely with local and regional stakeholders to optimize market opportunities, strengthen customer engagement, and build a high-performing organization.
Position Scope & Impact
- Full responsibility for country-level Joint Reconstruction business performance (Thailand)
- Direct leadership of sales organization (managers + field teams)
- Key contributor to SEA Orthopaedics strategy and regional initiatives
- High visibility with country LT and regional commercial leadership
Key Responsibilities
- Business Ownership & Performance
- Own and deliver P&L for the Joint Reconstruction portfolio in Thailand
- Drive top-line growth, market share expansion, and margin improvement
- Develop and execute annual operating plan (AOP) aligned with SEA/APAC priorities
- Monitor performance through KPIs (sales, pipeline, pricing, profitability) and take timely corrective actions
- Ensure effective forecasting and demand planning discipline
Commercial Strategy & Execution
- Define and implement go-to-market strategy across key segments (public, private, strategic accounts)
- Lead pricing, tender, and contracting strategy to optimize competitiveness and compliance
- Drive new product introductions (NPIs) and portfolio lifecycle management
- Ensure consistent sales execution excellence across territories and teams
- Translate regional strategies into localized execution plans for Thailand market
Team Leadership & Talent Development
- Lead, coach, and develop sales managers and field teams (including joint specialists)
- Build a high-performance culture with strong ownership, accountability, and results orientation
- Strengthen capabilities in clinical selling, value-based selling, and negotiation
- Drive talent review, succession planning, and capability building roadmap
- Foster an environment of engagement, inclusion, and continuous development
Customer & Market Leadership
- Build and maintain strong relationships with key surgeons, KOLs, hospital executives, and procurement stakeholders
- Identify market trends, customer needs, and competitive dynamics to inform strategy
- Position J&J as a trusted partner in clinical and healthcare solutions
- Represent the organization in external engagements, industry forums, and strategic partnerships
Cross-Functional & Regional Collaboration
- Partner closely with Marketing, Medical Affairs, Supply Chain, Finance, Regulatory, HCC
- Ensure alignment on demand planning, inventory readiness, and launch execution
- Collaborate with SEA regional teams on strategy execution, innovation, and capability building
- Act as a key bridge between local market needs and regional direction
Operational & Compliance Excellence
- Ensure compliance with company policies, pricing governance, and tender requirements
- Drive discipline in sales operations (CRM usage, pipeline management, reporting accuracy)
- Identify and mitigate business risks (financial, compliance, contractual)
- Ensure adherence to HCC and regulatory standards in all commercial activities
Transformation & Strategic Growth
- Lead strategic initiatives such as portfolio expansion, channel optimization, and digital adoption
- Identify and evaluate new business opportunities (new accounts, partnerships, service models)
- Contribute actively to SEA Orthopaedics strategic projects and transformation agenda
- Drive continuous improvement in commercial effectiveness and operational efficiency
Leadership Expectations
- Operates with end-to-end business ownership mindset (not just functional execution)
- Balances strategic thinking with strong execution discipline
- Demonstrates enterprise leadership by influencing beyond immediate team and geography
- Drives data-based decision making and accountability for outcomes
- Acts as a coach and talent developer, building future leaders
Qualifications & Experience
- Bachelor’s degree required; advanced degree (MBA or equivalent) preferred
- Significant experience in commercial leadership, sales management, or business unit leadership
- Demonstrated track record in P&L ownership and delivering business growth
- Strong understanding of healthcare / medtech / hospital ecosystem
- Experience leading multi-layer teams and developing talent
- Proven ability to operate across local and regional matrix environments
Required Skills:
Preferred Skills:
Account Management, Client Management, Commercial Awareness, Commercial Laws, Commercial Management, Competitive Landscape Analysis, Compliance Management, Consulting, Corporate Management, Customer Effort Score, Customer Retentions, Innovation, Negotiation, Operational Excellence, Organizing, Professional Ethics, Technical Credibility