Commercial Excellence Director - Jeddah, المملكة العربية السعودية - GSK

GSK
GSK
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Jeddah, المملكة العربية السعودية

منذ أسبوعين

Fatima Al-Mansouri

تم النشر بواسطة:

Fatima Al-Mansouri

مسوّقة للمواهب لبيبي
وصف

Site Name:
Jeddah Headquarters Business Park


Posted Date:
Sep 5 2023


Commercial Excellence Director:


GSK Saudi Arabia is committed to supporting Vision 2030 and the Saudi Arabian National Agenda including Saudization in line with the hiring and the training and development of Saudi National capability.


Location:
Jeddah

Job Purpose:


  • Drive commercial excellence in market and enable customer facing teams to sell more, spend less and gain share. The role will ensure GSK will become an execution powerhouse.
  • To facilitate the KSA transition to our new business model in which our medical field force is recognized and rewarded based on qualitative KPIs.
  • Drive commercial excellence to support agreed priorities, strategies, and initiatives to embed excellence in frontline execution through sales and marketing engagement.
  • Formulate strategy to achieve optimum utilization of sales force resource and drive sales performance. Establish the conceptual foundation among Sales and Marketing teams to implement effectiveness tools/programs to unlock the business potential and have a world class sales and marketing organization
  • Lead Sales Force Training & Development, Alternative Channels & Digital Marketing and Sales & Marketing Effectiveness functions
  • Manage and lead the Omni Channel
team within GSK, overseeing the development and execution of strategies

This position will report to the General Manager.


_Your Key Responsibilities_

  • This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following _
**_

Key Responsibilities_**:

Core Responsibilities:

Ensure consistent, effective and efficient commercial processes by

  • Matching worldclass Brand Building and Market Building practices from the Centre of Excellence and Hubs, with world class implementation in KSA LOC.
  • Designing and implementing "state of the art" commercial practices and behaviors, through platform programs such as Marketing Excellence, Market Research Excellence and Sales Excellence
  • Building and managing optimal cost
- efficient commercial processes across sales and marketing to:

  • Strengthen focus and simplification. Improve resource allocation and decision making to drive growth
  • Improve sales & marketing competencies and synergies
  • Improve commercial planning for the entire organization

Sales and marketing effectiveness, performance and development

  • Initiate, implement and supervise multilevel, crossdepartmental projects across the GSK KSA, to continuously upgrade the work standards of the sales and marketing teams and ensure the highest quality of interactions with the customers
  • Regularly monitor Sales and Marketing working standards in order to identify the potential areas for improvement and plan quick and effective remedial actions
  • Ensure continuous development and performance improvement, of the Sales and marketing teams through the use of the available training packages, as well as development, implementation and support of new tools and processes delivered by the Commercial Centre of Excellence
  • Management of Sales Training function to ensure best in class field force.
  • Embed multichannel marketing capabilities to enable innovative HCP engagement activities aligned to our new business model.

Commercial planning and market research

  • Market analysis and market research
  • Sales force targeting and incentives
  • Company performance tracking
  • Sales force management system and process (targeting, call planning, call reporting,)

Team leadership

  • Demonstrates behavior aligned with GSK Leadership Expectations
  • Ensures that team members have clear goals that support LOC objectives and organization mission and are held accountable to them
  • Identifies personal development needs of the team members and provides them with guidance and support in order to create strong and empowered team and sound succession plans.
  • Embeds a coaching culture to enable continuous learning
  • Drive GSK values based behavior & decision making within the team
-
Lead in market trade analytics and insights

  • Own all local processes of sales analytics support
  • Use market insights to maximize opportunities for growth through distribution, pricing, placement and visibility improvement; set targets and track performance and formulate proposals to course correct if required.
-
Support Commercial Capability development for People, Process and Systems

  • Is partner for Area ComEx for Capability development plans and JCPs initiatives
  • Endorse central initiatives (trainings, systems, process) delivered by central teams and work closely with area team in identifying needs based on assessment outcomes
  • Ensure robust program of capability development and high quality development plans
  • Support Talent and diversity agenda across the organization
- **Lead and develop omni channel initiatives**:
  • Manage and lead the Omni Channel
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