Site Name: India - Maharashtra - Worli Mumbai
Posted Date: May 2 2024
Job Purpose and Key Responsibilities: Why job exists / what it must achieve
Job Purpose
Partner with Specialty business units and deliver the LOC priorities aligning with Emerging Markets Selling Excellence strategy. Establish strategic priorities along with operational plans to build learning solutions and capabilities for the Specialty sales organization. Drive commercial performance by becoming a partner of choice for the BU Heads within the LOC.
Key Responsibilities
Strategy & Operations
- Align the SE strategy with the business unit priorities. Enable the delivery of business outcomes through excellent execution and capability-building
- To ensure that the selling excellence standards are implemented effectively across the business unit/s
- To work in a highly collaborative way with the business unit leaders/ Medical and Marketing with a focus on jointly creating solutions, providing expertise & supporting local experimentation
- Establish a strong partnership with the business unit leaders and demonstrate a strong understanding of the business challenges and are looked upon as a business partner by the leaders
- Translate business priorities into operational plans in collaboration with cross- functional stakeholders and deliver on the agreed priorities
- Track the implementation of the selling excellence strategy and operational plan using appropriate KRAs, KPIs, and scorecards. Report on progress at regular intervals and adjust based on feedback
- Understanding Global Specialty Content and Networking with Global Specialty stakeholders in Medical & Marketing
Learning & Capability
- Expertise in Launch Excellence, creating innovative and aspirational launch training plan for sales teams in new therapy areas.
- Identify learning needs using qualitative and quantitative data at individual, team, and Business unit level
- Demonstrate effective facilitation skills to actively involve people in learning and motivate them to change their ways of working (both Face-to-Face & Virtual Classrooms)
- Design and develop blended learning solutions that build the required individual and team capabilities
- Lead and inspire the use of learning technology solutions to deliver innovative, relevant, and effective performance support to employees across the team
- Use appropriate learning technology solutions to provide on-demand learning assets that put employees in charge of their learning. Contribute to creating a culture of employee owned manager driven learning culture
- Help to align Business Unit marketing materials, ensure campaign materials, call flows and knowledge questions are updated to high standard and aligned with Good Sell Outcome
- Where appropriate, expertly manage approved external agencies to create high quality, good value solutions
Drive Performance & Impact
- Leverage data to link lead measures to lag measures and based on the trend make improvement plans for commercial execution
- Expertise in Coaching the Managers and drive coaching culture in BU.
- Track GSO execution in the Business Unit leveraging FLSL evaluation, P2P & STEM / GSO360 data.
- Implement GSO improvement plans based on the trends and agreed areas of improvement with the business leaders
In all areas, demonstrate an understanding of and compliance with laws, codes of conduct, policies, and frameworks in which GSK operates and live our vision, values, and expectations
Accountability:
Primary deliverables of role; its scope; budgetary control (operating/capital), impact on strategy, policy, business or people relationships
- Create an aligned learning strategy and plan, agreed, and committed to by business partners
- Develop and implement impactful learning solutions that drive sustained on the job behaviour change, business impact and result in enhanced GSO
- On time delivery of the overall learning plan, achieving the desired learner and program coverage
- Champion the use of new approaches that gives employees a just in time support
- Impactful and innovative delivery of learning solutions and experiences
- On the job support and coaching of employees to support the embedding of the required ways of working
- Manage all learning solution development and deployment within budget
- Where appropriate, expertly manage approved external agencies to create high quality, good value solutions
- Ensure the EM Sales Force Compensation guidance/SFI is fit for purpose and implemented effectively in the BU in line with global guidelines
- Personal development planning in the spirit of continuous improvement
Implementation and adherence to all GSK activities aligned to GSK vision, expectations, values, and code of conduct
Key Competency/Job requirement: Subject Matter Expert: In the field of Specialty- Respiratory, Oncology, Immunology
- Has a good understanding of the Disease and Therapy area.
- Ability of in-depth understanding of Clinical Papers and statistical data
- Has learning agility to understand newer therapy areas quickly
- Expertise in KOL Management/ KAM/ SAM/Patient Focus Scientific Selling
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.
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