Job description
Site Name: India – Maharashtra – Mumbai, India – Delhi – Delhi, India – Maharashtra – Pune, India – Tamil Nadu – Chennai, India – Telangana – Hyderabad, India – West Bengal – Kolkata
Posted Date: Jan 31 2022
Job Title: Area Business Manager (First Line Sales Leader)
Reports to: Regional Business Manager( Second Line Sales Leader)
Job Location: PAN India (Mumbai / Kolkata / Chennai / Hyderabad / Bangalore / Pune)
Job Purpose:
To drive performance of your district by leading the field sales teams (Medical Representatives) to meet territory business objectives and establish GSK as the customer’s key partner and advisor. This will be achieved through inspirational leadership, motivational coaching, and the development of the team’s scientific knowledge, business planning and selling capabilities.
Key Responsibilities:
Scientific Knowledge:
– Coaches the field sales team to continuously build knowledge of GSK multi-channel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours
– Coaches the field sales team to develop understanding of GSK and competitor’s brands features and benefits and apply this knowledge effectively in their PFSS and multi-channel selling approach
– Ensure the field sales team have a comprehensive disease and pathology knowledge and are able to leverage it with customers to support decision making
– Coaches the field sales team to develop their understanding of treatment guidelines and patient profiles
– Enables the field sales team to use scientific knowledge and insight from the latest clinical studies to support the PFSS and multi-channel selling approach and build credibility with customers.
Leading Performance:
– Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and to develop, insight based, multi-channel area business plans, with strategically aligned ASMART objectives, strategies and tactical activities that deliver business objectives
– Coaches the field sales team to build their understanding of territory performance, develop actionable insights, identify territory opportunities, and to develop insight based, multi-channel territory business plans that deliver business objectives
– Ensures implementation of multi-channel business plans, using KPIs to track performance and supports the field sales team, through coaching to adjust plans (where required)
– Coaches the field sales team to select and prioritize appropriate customer targets and develop robust, effective and efficient territory coverage call plans and monitors implementation through KPIs
– Constructs tailored coaching development plans that build the capabilities and the effectiveness of the field sales team, leads all appropriate performance management discussions and actively participates in the recruitment of medical representatives.
Coaching Selling Skills:
– Effectively uses the GSK Coaching model to support the development of the field sales team in their customer engagements
– Understands the steps and skills required for effective execution of the PFSS selling approach and coaches the field sales team to continuously improve performance through coaching days – Understands the appropriate multi-channel selling platforms, the role of customer preferences, and coaches the team to build multi-channel selling capabilities
– Develops collaborative external and internal relationships that enhance the customer journey, channels customer feedback into the organization and builds the field sales teams capability to do the same through coaching
– Promotes an open, honest, transparent and results focused working environment and culture that delivers on commitments including sales administration
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:
– Develop and implement impactful learning solutions that drive behavior change, business impact and result in enhanced GSO
– An aligned learning strategy and plan to drive GSO, agreed and committed to by business partners
– 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
– Personal development planning in the spirit of continuous improvement
Basic Requirements:
* Education: Science Graduate is a must
* Experience: 7 to 15 yrs experience.
* Must have experience in SALES
* Must be from Pharma / Healthcare industry
Other skills:
– Tertiary Education preferably within life sciences
– Influence, impact and convince others
– Organization & preparation
– Analytical thinker
– Personal resilience
– Scientific knowledge
– Patient focused
– Business planning & execution
– Proactive collaboration
– Leadership & development of people
– Results focused
– Problem solver
– Team player
– Integrity and professionalism
– Multi-Channel communication
– Customer Management
– Takes the initiative
*LI-GSK
Our goal is to be one of the world’s most innovative, best performing and trusted healthcare companies. We believe that we all bring something unique to GSK and when we combine our knowledge, experiences and styles together, the impact is incredible. Come join our adventure at GSK where you will be inspired to do your best work for our patients and consumers. A place where you can be you, feel good and keep growing.
