Vaccines Business Unit Director

Experience

8 – 9 Years

Job Location

Dubai – United Arab Emirates

Education

Basic – Any Graduation()

Nationality

Any Nationality

Vacancy

1 Vacancy

Job Description

• 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
ACCOUNTABILITIES
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 support 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
• Establishes and further develops a successful go-to-market model and drives new marketing projects (implementing a best in class specialty care organization)
• 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 Reps and FLSL as well as the organization, driving value-based key account management as a mindset rather than just a function
• Involves FLSL, Reps and Product Manager 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.
• Develops effective incentive and bonus system for Sales Force in cooperation with GM and HR and work for Commercial terms with CTC.
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 core 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 GEM and EM.
• 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
ROLE REQUIREMENTS
• Has successfully led a cross-functional team at local or regional level
• Experience in a customer-facing role
• Experience of managing a P&L or a responsibility for a large budget and sales
• Marketing Management or Brand management experience and understands environment and business model for BU brands
• Minimum 8 years of experience in commercial roles, ideally within the pharma / healthcare environment
• Solid understanding of the business model, treatment pathways and the market environment of the BU
• Launch experience preferred

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