Selling Excellence Manager-Oncology Job Description
Job Purpose
Partner with specific business units and deliver the Selling Excellence strategy in line with business priorities. Establish operational plans and deliver solutions to build capability for the sales organization. Drive commercial performance, ensuring implementation of market positioning strategies for the oncology products of GSK by becoming the partner of choice for the Cross Functional Team.
Key Responsibilities
Strategy & Operations
- Align the SE strategy with the business unit priorities to enable the delivery of business outcomes through excellent execution and capability building.
- Collaborate closely with business unit leaders to create solutions, provide expertise, and support local experimentation.
- Establish strong partnerships with business unit leaders, demonstrating a deep understanding of business challenges and being recognized as a business partner.
- Translate business priorities into operational plans in collaboration with cross-functional stakeholders and deliver on agreed priorities.
- Work with the leadership team to develop a Pan India strategy and trainings plan to meet targets and further improve positioning of GSK's Oncology products at a LOC level.
- Track the implementation of the selling excellence strategy and operational plan using appropriate KRAs, KPIs, and scorecards; report on progress regularly and adjust based on feedback.
Learning & Capability
- Identify learning needs using qualitative and quantitative data at individual, team, and business unit levels.
- Design and develop blended learning solutions that build the required individual and team capabilities, leveraging learning technology solutions for innovative, relevant, and effective performance support.
- Build knowledge and understanding about GSK's overall Oncology value proposition, and product's labelled indications and efficacy data among entire Field force. Utilize different communication approaches, training techniques and channels to help build in-clinic effectiveness including
- Conduct science-based discussions with the HCP as per the approved indications of GSK's products.
- Participate in multidisciplinary workshops for physicians and other healthcare professionals to understand market dynamics, customer behaviors & product related inertia to build comprehensive rebuttals.
- Organize and conduct onboarding sessions for new KAMs ensuring they are fit for purpose. Track and assess the capability development of new joiners with a clear 30-60-90 day development plan, providing support and feedback to ensure successful integration and performance.
- Conduct field coaching for identified KAMs and ZSMs to understand the current level of competencies, market intelligence, and customer insights.
- Demonstrate effective facilitation skills to actively involve people in learning and motivate them to change their ways of working in both face-to-face and virtual classrooms.
- Help align Business Unit marketing materials, ensuring campaign materials, call flows, and knowledge questions are updated to a high standard and aligned with Good Sell Outcome.
- Where appropriate, expertly manage approved external agencies to create high-quality, cost-effective solutions.
Drive Performance & Impact
- Track KAMs and ZSMs capability development by leveraging Business planning template , KAM planning tools, KEE engagement data points, Development Centers, and other SFE metrics.
- Implement capability improvement plans based on trends and agreed areas of improvement with business leaders.
- Leverage data to link lead measures to lag measures and make improvement plans for commercial execution based on trends.
- Drive coaching effectiveness by attending PCs (Performance Coaching), OJCs (On-the-Job Coaching), and preparing Qualicution reports.
Accountability
- Champion brand disease product knowledge and selling skills for specific Business Units
- Develop and implement impactful learning solutions that drive sustained on-the-job behavior change, business impact, and enhanced in-clinic effectiveness.
- Create an aligned learning strategy and plan to drive in-clinic effectiveness, agreed upon and committed to by business partners.
- Ensure on-time delivery of the overall learning plan, achieving the desired learner and program coverage.
- Ensure the EM Sales Force Compensation guidance is fit for purpose and implemented effectively in the BU in line with global guidelines.
- Prepare and share monthly MIS reports with cross functional & leadership team.
- Personal development planning in the spirit of continuous improvement.
Implementation & Compliance
- Demonstrate an understanding of, and compliance with, laws, codes of conduct, policies, and frameworks in which GSK operates.
- Live the GSK vision, values, and expectations in all areas of responsibility.
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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