Associate Director - Commercial Excellence & Analytics

Ready to help shape the future of healthcare?

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 organization where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to impact the health of 2.5 billion people around the world over 10 years. Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s 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.

Job Summary:

We are seeking an experienced Commercial Excellence & SFE (Sales Force Effectiveness) – Associate Director. The ideal candidate will lead the Commercial Effectiveness global function, partnering with business stakeholders working closely with our vendor partners. Driving transformation, continuous improvement and innovation are core to this role. The position holder will be accountable for delivery of commercial analytics focusing on CE & SFE, leading an operational matrix team within the function.

Role Summary:

The Commercial Excellence & SFE (Sales Force Effectiveness) – Associate Director will lead the strategy and implementation of sales force effectiveness initiatives and commercial excellence programs in GSK global function. This role is crucial for transforming the way we track and report sales force performance, commercial success, and achieving business objectives through strategic planning, analysis, and execution.

Key Role Accountabilities:

Sales Force Effectiveness

• Develop and implement SFE strategies to enhance the productivity and efficiency
• Ensure timely roll out of field sales targets and KPIs for each cycle, and provide regular updates on target vs achievement to stakeholders.
• Conduct regular performance analysis, identify gaps, and recommend actionable improvements.
• Managing and maintaining customer master list with updates as and when required
• Ensure effective use of CRM tools and other sales technologies to support sales activities and reporting.
• Build and own metrics and accountability, evaluating progress regularly with leadership team to achieve their deliverable and win for the organization.
• Prepare and drive quarterly business reviews for reviewing key performance indicators of the function

Commercial Excellence

• Lead commercial excellence initiatives to improve overall business performance (e.g. HCP segmenting and targeting, implementation of performance dashboards, etc)
• Design, execute and monitor KPIs and metrics for sales performance. Create dashboards and reports to track field force effectiveness.
• Drive implementation of various transformation initiatives in global and local digital tools/ platforms for customer engagement, and build robust tracking KPIs
• Collaborate with cross-functional teams (sales, marketing, market access, finance, dev Ops etc) to drive execution of strategic imperatives.
• Drive operational excellence by taking on critical initiatives related to driving business priorities and accountability, and developing a strong team
• Project management - Overseeing large cross-functional organization-wide projects or initiatives; bring together multiple stakeholders and help drive decisions.

Advance Analytics and reporting

• Work with large and complex data sets to build both descriptive and predictive Market Mix Models to measure the impact of marketing efforts and optimize those programs for maximum efficiency
• Generate regular and ad-hoc reports to track sales performance, market trends, and field KPIs
• Demonstrable experience with data querying languages, scripting languages and statistical software
• Define, understand, and test opportunities and levers to improve Sales and Marketing efforts, and influence roadmaps through your insights and recommendations
• Analyze sales data and market insights to support decision-making and strategic planning.
• Provide insights and recommendations based on data analysis to senior management.

Training and development

• Design and deliver training programs to on-board new joiners in the team on the SFE, CE & CRM platform also other relevant GSK tools and platforms.
• Ensure that sales and commercial teams are equipped with the necessary knowledge and skills to succeed.

Cross-functional Relationship Building

• Build connections with commercial leadership team and others across the organization to influence outcomes, enable team success and foster long-term partnerships that are critical to organizational success.
• Promote shared consciousness and information flow: Acting as a key enabler to ensure the right stakeholders included at the right time and equipped with the right information for decision making.

Role Qualifications:

• Education: Bachelor's degree in Business, Marketing, Life Sciences, or a related field. MBA or advanced degree preferred.
• Experience: Minimum of 15+ years of experience in sales force effectiveness, commercial excellence, Advance Analytics or a related role within the pharmaceutical or healthcare industry
• Strong business acumen with demonstrated success in business transformation.
• Strong understanding of affiliate business environment
• Demonstrated leadership skills and effectiveness in the areas of influence, team leadership, articulating and taking a position, negotiation, and conflict resolution.
• Effective team building capabilities.
• Skills:
  • Strong analytical and problem-solving skills.
  • Market Mix Modeling
  • Proficiency in CRM systems and sales analytics tools.
  • Excellent communication and presentation skills.
  • Ability to work collaboratively with cross-functional teams.
  • Strong proficiency in Commercial Analytics functions

At GSK, we are dedicated to fostering an inclusive and diverse work environment. We believe that diversity in our workforce drives innovation and growth, and we are committed to providing equal opportunities for all employees and applicants. We strive to create an atmosphere where all individual’s unique perspectives and experiences are valued and respected. All qualified applicants will receive equal consideration for employment without regard to their sex or gender, caste, pregnancy, gender identity/expression, physical and/or mental disability, or any other protected characteristic as per applicable law.

As an employer committed to Diversity and Inclusion, we encourage you to reach out if you need any adjustments during the recruitment process.

Please contact our Recruitment Team at IN.recruitment-adjustments@gsk.com to discuss your needs

#LI-GSK

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, it’s 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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