J&J Family of Companies Strategic Capabilities Lead in İstanbul, Turkey

Johnson & Johnson Services, Inc. is recruiting for a Strategic Capabilities Lead to be located in Istanbul.

Caring 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 innovative ideas, products and services to advance the health and well-being of people. Employees of the Johnson & Johnson Family of Companies work with partners in health care to touch the lives of over a billion people every day, throughout the world.

With $70.1 billion in 2015 sales, Johnson & Johnson is the world's most comprehensive and broadly based manufacturer of health care products, as well as a provider of related services, for the consumer, pharmaceutical, and medical devices and diagnostics markets. There are more than 265 Johnson & Johnson operating companies employing approximately 126,500 people and with products touching the lives of over a billion people every day, throughout the world.

Thriving on a diverse company culture, celebrating the uniqueness of our employees and committed to inclusion. Proud to be an equal opportunity employer. And our culture is interconnected by the shared values of Our Credo. It’s a culture that celebrates diversity and diverse perspectives. It helps employees achieve an effective mix between work and home life and supports their efforts to have a positive impact on their communities.

Summary of the job:

Shapes the solutions and products of tomorrow and drives the right for pricing strategies as well as ensuring flawless execution of Tenders. Develops an organization with the right capabilities in our Sales & Marketing organization to create a high performing team in the ever changing environment.

Excellence in both strategy and execution is an important responsibility in this role.

Close cooperation with the EMEA Strategic Capabilities team is an absolute must and will provide the guidance of the development and implementation of the Strategic Capabilities for J&J Medical Devices Turkey.

Duties & Responsibilities

Strategic Business Management

The core responsibility of this role is to provide commercial insights to our BUD’s that enable better, more focused execution of the commercial strategy. This includes the development, evaluation and design of a Key Account Management organization which will progress our commercial capabilities designed according to the elements belonging to our tender driven market. It also includes further development of a One MD non clinical approach to customers/stakeholders outside the hospital environment.

Equally important is the successful execution of all Tenders via leadership of the B&T team. Central to this responsibility is ensuring that all processes meet the compliance standards required to deliver a fully robust and compliant B&T function.

Value Added Services (VAS)

VAS is an area which will have increased focus and as such Strategic Capabilities will be the local VAS expert to ensure that central strategies are executed and local needs are communicated with the EMEA team.

To develop, package and price value added services that can be sold and used in customer negotiations. Examples could include, patient pathway efficiency, Operating theatre efficiency, Professional Education, Inventory and Supply Chain efficiency.

Develop services specifically for the Turkish market other than commercial driven topics that can help the J&J MD organization in differing from other suppliers in the market place.

Control Value Added Services which we have committed to via tenders and other commercial offerings by supplying appropriate knowledge and sufficient resources.


To implement and monitor the performance of pricing strategies across the whole of J&J Medical Devices driving consistent local pricing governance aligned with regional and global principles and processes.

The role will work closely with BU stakeholders and senior management to develop strategic options for driving profitable growth through pricing analytics and insights.


Support BU’s as they consider pricing approaches for NPIs.

Devise Governance models that allow bespoke pricing offers to be assessed relative to tender frameworks.


Drive insights in Pricing data into Sales force activity

Price Volume & Mix Management

NPI Pricing set ups and Management

Targeting SGP improvements

Price Management:

  • Providing information on pricing impacts to the wider team.

  • Work with Pricing Lead to develop/manage Pricing Strategies including highlighting potential system or setup limitations

  • Support EMEA Pricing Team as required

Stakeholder Relationships:

  • Strong relationships to be formed with Product/Marketing, Sales leads, SAMs

  • Support the EMEA Strategic Pricing CoE

  • Liaise as required with other departments such as Regulatory, Legal and Finance

Sales Force Effectiveness

  • Leads, partners and connects with internal stake holders to improve and develop field sales excellence including:

  • Actively contribute to sales organizational capabilities and competencies, which will in turn allow the sales employee to deliver superior business results and sustainable competitive advantage

  • Lead the monitoring and developing the good use of SFE system and tool within the Sales force, identify issues and areas for improvement

  • In charge of SFE Reporting System, Data Analysis & Maintenance, Incentive, communication with Field Force & Marketing teams, coach associates on analytical capability and skills.

  • Develop the Hospital Group effectiveness strategy, metrics, and reporting dashboards specific to geographic priorities and business opportunities

  • The role consists of leading, managing and developing CRM team under Hospital Group and cooperating with IT .

Business Intelligence

Use systems, data and analytics to understand short and long term commercial opportunities. This could be in relation to Account Profitability, SGP protection, Market Segmentation, External Benchmark information and overall volume based pricing analytics. The successful candidate will then be responsible for providing Business Unit Director/Managers with information on which to base decisions regarding resource allocation, investments and priorities.

Distribution Channels Operations

The Strategic Capabilities Lead carries responsibility for the development of multi sales channels based on segmentation. Via segmentation customers are selected and will get defined attention. The Lead drives the development of different ways of selling very actively and is able to describe most effective sales channels to influence decision making.


  • Minimum 4 Year University Degree + further degree (MBA or similar) is preferred

  • Vast experience in health care industry

  • A minimum of 4-6 years in a management position in the medical devices or other relevant business

  • English language – Proficiency at the business level

  • Residing in İstanbul

  • People management experience, team/cross-functional leadership experience; proven ability with coaching and developing others

  • Experience in a global environment; experience with operating in a matrix organization

  • Ability to work cross-functionally and leave an impact & influence on various professional levels, both internal and external stakeholders

  • Experience of business intelligence and analytics

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