Job Description

PurposeResponsible for managing a therapy sales team and drives performance of the sales team by leading the Sales Representatives to meet territory business objectives and establish GSK as the customers key partner and advisor. This will be enabled by coaching and developing the teams scientific knowledge, business planning and selling capabilities.Key Responsibilities:Leading Performance

• Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and to develop, insight based, omnichannel area business plans, with strategically aligned SMART objectives, strategies and tactical activities that deliver business objectives.
• Coaches the field sales team to build their understanding of territory performance, develop actionable insights, identify territory opportunities, and to develop insight based, omnichannel territory business plans that deliver business objectives.
• Ensures implementation of territory business plans, using KPIs to track performance and supports the field sales team, through coaching to adjust plans (where required)
• Coaches the field sales team to select and prioritize appropriate customer targets and develop robust, effective and efficient territory coverage call plans and monitors implementation through KPIs.
• Constructs tailored coaching development plans that build the capabilities and the effectiveness of the field sales team, leads all appropriate performance management discussions and actively participates in the recruitment of medical representatives.

Coaching Selling Skills

• Effectively coaches the development of the field sales team in their customer engagements.
• Understands the steps and skills required for effective execution of the PFSS and GSO selling approach and coaches the field sales team to continuously improve performance.
• Understands the appropriate omnichannel selling platforms, the role of customer preferences, and coaches the team to build omnichannel selling capabilities.
• Develops collaborative external and internal relationships that enhance the customer journey, channels customer feedback into the organization and builds the field sales teams capability to do the same through coaching.
• Promotes an open, honest, transparent and results focused working environment and culture that delivers on commitments including sales administration.

In all areas, demonstrate understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our purpose and culture.Scientific Knowledge

• Coaches the field sales team to continuously build knowledge of GSK omnichannel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours.
• Coaches the field sales team to develop understanding of GSK and competitors brands features and benefits and apply this knowledge effectively in their GSO and omnichannel selling approach.
• Ensure the field sales team have a comprehensive disease and pathology knowledge and are able to leverage it with customers to support decision making.
• Coaches the field sales team to develop their understanding of treatment guidelines and patient profiles.
• Enables the field sales team to use scientific knowledge and insight from the latest clinical studies to support the PFSS and omnichannel selling approach and build credibility with customers.

Accountability:Primary deliverables of role; its scope; budgetary control (operating/capital), impact on strategy, policy, business or people relationships

• Performance management
• Achievement of identified critical Lead measures of the area (e.g. Performance, sales forces effectiveness KPIs, business planning, capability development)
• Customer management conflict resolution
• Expense budget management
• Business planning and execution
• Personal development planning in the spirit of continuous improvement
• Implementation and adherence to all GSK activities aligned to GSK vision, expectations and code of conduct.

Why you?Basic Qualifications:We are looking for professionals with these required skills to achieve our goals:

• Bachelors Degree & above with minimum 5 years of experience in the healthcare or related industry.
• Proven record in driving sales in Pharma

Preferred Qualifications:If you have the following characteristics, it would be a plus:

• Strategic thinking and consulting skillset
• Results and performance driven
• Big picture perspective in managing stakeholders and delivering results (strong collaboration and leadership skill)
• Comfortable with ambiguity
• Creative problem-solving
• Sense of urgency
• Leadership experience (

1 year)Why GSK?Our values and expectations are at the heart of everything we do and form an important part of our culture.These include Patient focus, Transparency, Respect, Integrity along with Courage, Accountability, Development, and Teamwork. As GSK focuses on our values and expectations and a culture of innovation, performance, and trust, the successful candidate will demonstrate the following capabilities:

• Operating at pace and agile decision-making - using evidence and applying judgement to balance pace, rigour and risk.
• Committed to delivering high quality results, overcoming challenges, focusing on what matters, execution.
• Continuously looking for opportunities to learn, build skills and share learning.
• Sustaining energy and well-being
• Building strong relationships and collaboration, honest and open conversations.
• Budgeting and cost-consciousness

Why GSK?Uniting science, technology and talent to get ahead of disease together.GSK is a global biopharma company with a special purpose - to unite science, technology and talent to get ahead of disease together - so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns - as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, its also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves - feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.Important notice to Employment businesses/ AgenciesGSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.

GlaxoSmithKline