Sr. Director, Specialty Customer Development Retail - Consumer Health

Johnson & Johnson Skillman , NJ 08558

Posted 2 months ago

At Johnson & Johnson Consumer Health, we help more than 1.2 billion people live healthier lives, every day from their very first day. From drawing a baby's bath and healing cuts and scrapes to protecting skin from the sun and soothing aches and pains, people have turned to our innovations for more than 130 years. Our portfolio of differentiated brands, including TYLENOL, ZARBEE'S NATURALS, NEUTROGENA, AVEENO, LISTERINE, OGX and JOHNSON'S, combines the power of science with meaningful human insights to help people care for themselves and those they love.

Johnson & Johnson Consumer Health is recruiting for Senior Director, Specialty Customer Development Retail (SCDR). Ideally, this position will be based in Skillman, NJ or Fort Washington, PA. Other US locations may be considered.

The Sr. Director SCDR leads the sales and business development effort for 300+ customers (agency/broker & direct) within the Field Customer Development Organization, responsible for $700MM. 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 Sr. Director 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. 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:

  • Overseeing 300+ multi-channel Customers within the US & Caribbean and delivering assigned quota to the organization.

  • Serving as Customer Development Leader for the SCDR, influencing top level Customer decision-makers (to include VP, SVP and CEO levels) 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.

  • 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 evolving customer/channel opportunities.

  • Understanding of various logistical support requirements and ability to drive change internally to meet needs.

  • Managing activities of assigned Customer Development 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 for both Customers and the Company that enhance business results and operational effectiveness, while recognizing impact of decisions on category at large and Customer and Company profitability and growth.

  • Leading development and delivery of customized omni customer plans for each product group and Business Planning process for the assigned customers.

  • 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.

  • Providing accurate insights on marketplace and customer group to cross-functional partners for each product group to ensure internal squad 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

  • Establishing sales and marketing priorities for the team and helping to broadly set Sales Strategy for Customer group, across all product groups.

  • Championing change and possessing key accountability for positive improvement across a complex, cross-functional organization.

  • Deploying organizational resources and allocating assets to accomplish objectives.

  • Leading top leadership meetings with Customers, such as top-to-top decision-maker meetings or other business interactions, as assigned.

  • Human and Financial resource deployment decisions within the Team and compliance to company policies.

  • People development including staffing, training/coaching, and development of a high performing team culture.

  • 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.

Key Competencies include:

Influence & Impact: Clearly communicating ideas and issues to gain consensus for common goals and to overcome challenges. Using persuasion and personal initiative to accomplish objectives. Building credibility by listening to understand and openly discussing concerns. Leveraging relationships to enhance business results. Enablers: Communication, Listening, Negotiating, Self and Social Awareness, Selling, Driving for Change

Planning & Prioritizing: Driving business results by efficiently organizing work, adjusting to change, and consistently following through. Staying focused on long-term outcomes, while anticipating potential roadblocks, to maximize use of resources. Taking calculated risks to capitalize on opportunities. Enablers: Adaptability, Long Term Focus, Anticipation, Follow Through, Decision Making, Being Organized

Business Acumen: Applying knowledge of the Consumer industry and business processes to make a positive impact in a complex matrix environment. Ensuring plans are fully aligned and executed to enhance organizational and customer success. Enablers: Strategic Thinking, Organizational Awareness, Marketplace Knowledge, Analytical Thinking, Innovation, Technical Skills

Results Focus: Understanding organizational and customer goals and strategies. Demonstrating personal accountability to develop and execute plans that deliver positive business outcomes. Taking ownership for personal development. Enablers: Personal Accountability, Initiative, Urgency, Competitive Drive, Productivity

Business Partnering: Establishing and utilizing internal and external professional relationships to enhance business outcomes. Building trust by developing common understandings and striving for consensus. Is an active team participant who encourages involvement of others to develop synergy. Ensuring that lines of communication are established and remain open between business partners, associates and management. Enablers: Relationship Building, Team Player, Empathy, Open Dialogue, Conflict Resolution

Coaching & Development: Recruiting, coaching and developing a diverse team to maximize their full potentials, based on the needs of the team and the Company now and in the future. Resolving performance issues fairly and efficiently. Enablers: Coaching, Management Skills, Giving & Receiving Feedback

Johnson & Johnson is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against based on disability.


  • Bachelor's / 4-yr degree

  • 12-15 yrs. prior experience in CPG sales environment, Customer Marketing or Customer Team experience

  • Significant Director level experience as Customer Leader

  • Minimum of 4 years managing and developing teams

  • Ability to staff and enroll team members and delegate responsibilities to develop and execute 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 J&J functions including finance and marketing, 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

  • Strong communication skills, with the ability to listen to understand, and to transfer a selling strategy to address all market customers and channels with a long-term view of the future state of the business

  • Effectively resolves competing priorities for the team and for assigned Customers, within Categories or Brands

  • Open and accessible leadership style, with the ability to consistently achieve positive results

  • Understands the needs of Customers and the needs of J&J. Serves as liaison to ensure good strategic alignment of systems and strategies

  • Ability to work effectively within a fast-paced, complex matrix, changing environment

  • 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

  • Ability to assess information technology applications to improve current business environment

  • 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

Primary Location

United States-New Jersey-Skillman-

Other Locations

United States-Florida, United States-Arkansas, United States-California, United States-Pennsylvania-Fort Washington


Johnson & Johnson Consumer Inc. (6101)

Job Function


Requisition ID


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Sr. Director, Specialty Customer Development Retail - Consumer Health

Johnson & Johnson