Are you energized by a high-profile sales & marketing leadership role that allows you to drive market growth and shape a high functioning commercial team?  If so, this Speciality Business Unit Director role could be an ideal opportunity to explore.

As a Business Unit Head, you will lead, inspire, coach and develop a high performing sales and marketing team. You will also be responsible for establishing challenging strategic and operating priorities and plans for key products/assets to optimize revenue.

Key Responsibilities

• Responsible for setting the vision, defining the Business Unit strategy for Speciality business, ensuring execution of brand and key account plans to achieve ambitious goals

  
  
  

• Leads the BU team members and cross-functional team to deliver a superior patient & customer experience, exceed expectations of key customers, ensuring access and become best-in-class in the areas where we are present

  
  
  

• Develops effective sales & marketing strategies to ensure successful performance and goal achievement, P&L responsibility for the BU

  
  
  

• Acts in compliance with laws, internal regulations, company strategies & GSK’s corporate philosophy and supports GM in achievement of company objectives.

  
  
  

• Accountable for new assets launches and launch acceleration 

  
  
  

Leadership responsibility for sales & marketing team

• Initiates and promotes the development of direct reports by using a defined process

  
  
  

• Promotes cooperative and inclusive ways of working together within the cross-functional BU team and within the LOC leadership team

  
  
  

• Ensures the team lives and executes customer-centricity, defined as listening to customers and meeting their needs to provide customer-centric solutions, also ensures that in the team mindset and outcomes the patient comes first

  
  
  

• Sets targets and objectives for the BU, promotes & monitors achievement and follows up on them, flagging any issues early and adapting tactics as needed

  
  
  

• Coaches, mentors and trains employees and appraises performance within the organization

  
  
  

• In cooperation with HR and the General Manager hires, develops and retains commercial staff (marketing, sales), while developing a best-in-class environment to work in, fostering continuous improvement

  
  
  

Financial & Strategic Planning

• Fully accountable for the local business, including currently marketed products and any future products in this therapy area

  
  
  

• Develops a strategy in close cooperation with cross-functional team members (medical, marketing, sales, market access, business partners etc.)

  
  
  

• Ensures implementation of policies and programs to achieve maximum sales and profit

  
  
  

• Establishes a financial plan including units, sales and expenses in alignment with overall financial planning process and is fully accountable for achieving the forecast

  
  
  

• Prepares brand strategy and marketing plan for the BU brands; develops and coordinates commercial strategies/tactics with specific timelines, budgets and stakeholder responsibilities

  
  
  

• Ensures brands, competition, market dynamics, medical trends and levers of growth are analyzed on a regular basis and develops view on brand issues, market development, competitive positioning, customer segments and needs

  
  
  

• Develops, prepares and executes future launches as per plan with strong support and alignment of cross functional team

  
  
  

Sales Force Planning & Management

• Establishes concept for in-field team and orchestrates different channels in a customer engagement plan, incl. targeting & segmentation

  
  
  

• Responsible for building the account management capabilities of individual SAM, FLSL and BUM as well as the organization, driving value-based key account management as a mindset rather than just a function

  
  
  

• Involves BUM, FLSL, SAM, Product Managers, CTC  and customers in developing customer-focused initiatives, projects and material

  
  
  

• Sets Sales Force Effectiveness standards and KPIs, establishes and tracks metrics to factor the outside perspective in (e.g., customer experience) and monitors achievement on regular basis

  
  
  

• Drives cross-functional key account planning and management process in close alignment with Medical and Access.

  
  
  

Project Management & Cross-Functional Cooperation

• Ensures implementation of all truly cross-functional plans for sales and marketing, while working in close collaboration with Medical and Access functions

  
  
  

• Transforms and communicates strategies into implementable tactics and ensures smooth execution through own adult team and cross-functional team members.

  
  
  

• Expands products/markets by innovative commercial programs and high-quality education programs for health care stakeholders

  
  
  

Customer Activities

• Identifies, develops and maintains professional relationship with key customers, KOLs and scientific societies, identifies new opportunities and ways to better meet customer needs, serves as role model in terms of customer orientation, to develop a high performing customer centric organization

  
  
  

• Provides input for the development of products and anticipates customer need/solution approach

  
  
  

• Actively participates in customer events and congresses

  
  
  

• Maximizes understanding of the customers and patients and uses this information to meet the customers’ and patients’ needs

  
  
  

• Together with the Patient Advocacy function, identifies possible patient networks and plans fruitful collaborations aligned with the overall strategy

  
  
  

• Develops, implements and evaluates meaningful patient programs and services according to patients needs

  
  
  

• Acts as key driver to strengthen reputation of GSK in the country

  
  
  

Administration, monitoring and controlling

• Plans and monitors the expense budgets and ensures proper resource allocation. Checks constantly the efficiency of tactical measures & programs and takes corrective actions if required

  
  
  

• Monitors KPIs (sales, MS, prices, timelines, milestones, customer experience, customer engagement etc.) on regular basis

  
  
  

• Monitors competitor activities (Market Intelligence and Benchmarking) on regular basis and ensures learnings are acted upon.

  
  
  

• Supports adherence to defined local & shared service processes for a smooth handling of internal workflows including ordering & purchasing, invoices operation, promo-material-clearing etc.

  
  
  

• Ensures that quality standards and legal & internal requirements are met

  
  
  

Cross-country collaboration

• Fosters best practice and customer insights sharing among the region

  
  
  

• Represents the BU/LOC in regional, global or other management team meetings

  
  
  

• Actively collaborates with Global and regional commercial, medical and market access teams in developing strategy and tactics for the BU

  
  
  

Basic Qualifications: 

We are looking for professionals with these required skills to achieve our goals:

• Bachelor’s degree preferably pharmaceutical science degree 

  
  
  

• 12 years of Commercial experience, with sales and marketing experience

  
  
  

• Speciality care experience and launch experience is a mandatory requirement

  
  
  

• Managing P&L 

  
  
  

• Leadership capabilities to influence a group through managing change 

  
  
  

• Experience with turnaround challenges and performance delivery

  
  
  

• Brand Management experience including product launch

  
  
  

Preferred Qualifications:

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

• MBA

  
  
  

• Experience leading a large salesforce

  
  
  

• Experience leading a Marketing team

  
  
  

• Demonstrated record in achieving results through others and developing team capabilities

  
  
  

• Effective communication and presentations skills

  
  
  

• Experience interacting with and managing above country stakeholders

  
  
  

#LI-GSK

Why GSK?
Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

Contact information:
You may apply for this position online by selecting the Apply now button.

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