Business Unit Lead, Orthopedics

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com .

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Job Function:

Enterprise Management

Job Sub Function:

Commercial Management

Job Category:

Professional

All Job Posting Locations:

Bangkok, Bangkok, Thailand

Job 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