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Job Function Enterprise Management
Job Sub Function Commercial Management
Job Category People Leader
All Job Posting Locations Dubai, United Arab Emirates, Riyadh, Saudi Arabia
Job Description About Surgery Fueled by innovation at the intersection of biology and technology, we're developing the next generation of smarter, less invasive, more personalized treatments.
We are searching for the best talent for Business Unit Director, Rest of Middle East & Africa (MEA).
Purpose The Business Unit Director, Rest of Middle East & Africa (MEA), is responsible for driving sustainable growth, market expansion, and commercial excellence across Johnson & Johnson MedTech Surgery's indirect and emerging markets throughout the Middle East and Africa region.
Reporting directly to the General Manager, MEA, this role leads the commercial strategy and execution across a diverse portfolio of distributor-led markets, ensuring achievement of sales, profitability, market share, and strategic business objectives. The role partners closely with Marketing, Professional Education, Strategic Capabilities, Supply Chain, Regulatory Affairs, Finance, and regional leadership teams to accelerate access to innovation and strengthen Johnson & Johnson MedTech's position as the partner of choice across the region.
The Sales Director serves as a key member of the MEA Leadership Team and plays a critical role in shaping the future growth strategy for the region.
Key Responsibilities Commercial Leadership & Business Performance - Deliver sales, market share, profitability, and cash flow objectives across the Rest of MEA region.
- Develop and execute annual and long-range strategic business plans aligned to regional and global priorities.
- Drive accelerated growth through focused portfolio deployment, market development initiatives, and expansion into high-potential segments.
- Lead forecasting, demand planning, and business performance reviews to ensure consistent execution and accountability.
Distributor & Channel Management - Build and execute a best-in-class distributor management strategy across the region.
- Establish robust governance frameworks, performance scorecards, and business review processes with distributor partners.
- Drive capability building within distributor organizations to improve commercial execution, market access, and customer engagement.
- Identify opportunities for channel optimization, market restructuring, and future direct-market expansion where strategically appropriate.
Strategic Market Development - Identify and prioritize growth opportunities across key Middle East and African markets.
- Develop market entry, expansion, and competitive defense strategies to accelerate penetration of strategic Surgery platforms.
- Partner with governments, healthcare systems, hospital groups, procurement organizations, and key opinion leaders to strengthen market presence and access.
- Lead commercial assessments and recommendations for new business models, partnerships, and strategic investments.
Leadership & Talent Development - Lead, coach, and develop a high-performing regional commercial organization.
- Foster a culture of accountability, collaboration, inclusion, and continuous improvement.
- Build organizational capabilities that support sustainable growth and succession planning.
- Act as a role model for Johnson & Johnson Credo values and leadership behaviors.
Cross‑Functional Collaboration - Partner with Marketing, Professional Education, Strategic Capabilities, Supply Chain, Regulatory Affairs, Finance, and Customer Service teams to deliver integrated business plans.
- Ensure successful launches of new products and innovations across the region.
- Drive alignment between regional priorities and local market execution.
- Lead resolution of complex business challenges through effective cross-functional collaboration.
Customer & Stakeholder Engagement - Establish and maintain executive-level relationships with key customers, healthcare leaders, government stakeholders, and strategic partners.
- Represent Johnson & Johnson MedTech Surgery at industry forums, conferences, and strategic customer engagements.
- Act as the senior commercial sponsor for priority accounts and regional partnerships.
Compliance & Governance - Ensure full compliance with Johnson & Johnson policies, healthcare compliance requirements, and applicable local regulations.
- Maintain the highest standards of business integrity, ethics, and risk management.
- Ensure robust distributor compliance and governance processes are implemented consistently across the region.
Qualifications Required - Bachelor's degree in Business, Life Sciences, Healthcare, or related field.
- Significant commercial leadership experience within the medical device, healthcare, pharmaceutical, or related industry.
- Demonstrated success leading complex multi-country businesses across emerging markets.
- Strong distributor management and channel leadership experience.
- Proven track record of delivering sustainable growth and market expansion.
- Experience leading and developing high-performing teams.
- Strong financial, strategic planning, and business acumen.
Preferred - MBA or advanced business degree.
- Experience across both Middle East and African healthcare markets.
- Experience working within a highly matrixed multinational organization.
- Experience supporting market transformation, direct market establishment, or business model evolution initiatives.
Key Success Measures - Achievement of sales, market share, profitability, and cash flow targets.
- Distributor performance and capability development.
- Successful execution of strategic growth initiatives.
- Expansion of access to innovation across priority markets.
- Employee engagement, talent development, and succession readiness.
- Customer satisfaction and strategic partnership growth.
- Compliance, governance, and operational excellence metrics.
Required Skills: Account Management, Client Management, Commercial Awareness, Commercial Laws, Commercial Management, Corporate Management, Critical Thinking, Customer Effort Score, Customer Retentions, Developing Others, Inclusive Leadership, Leadership, Market Savvy, Negotiation, Operational Excellence, Pricing Strategies, Professional Ethics, Profitability Analysis, Stakeholder Engagement
Preferred Skills: Account Management, Client Management, Commercial Awareness, Commercial Laws, Commercial Management, Corporate Management, Critical Thinking, Customer Effort Score, Customer Retentions, Developing Others, Inclusive Leadership, Leadership, Market Savvy, Negotiation, Operational Excellence, Pricing Strategies, Professional Ethics, Profitability Analysis, Stakeholder Engagement
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