Glaxosmithkline Research Triangle Park , NC 27709
The Director, Coaching & Selling Excellence (MMGA) is a commercial leadership role. The primary responsibilities are outlined below.
Designing the plan for Selling skills (Scientific Knowledge, Business Acumen & Customer Engagement) & building capabilities needed by BUs. As Director, you are responsible for the plan, and will work closely with senior (VP level) BU & Selling and Marketing Excellence stakeholders to align the plan to BU & organizational priorities.
Coordinating the delivery of Selling and Marketing Excellence resources to deliver the plan. This include:
oCoordinating with the Scientific Knowledge Selling and Marketing Excellence team to match available SK resources with BU training needs
oInput & consulting with Enterprise Skills Selling & Marketing Excellence team to ensure field & marketing selling skills resources are effective & impactful. This includes partnering to maximize impact of the Peer Educator team
oPartnering with Field teams to improve Selling Skills. This will include delivery of such events as workshops, regional best practice sharing, monthly office hours for selling teams, field contacts
Prime responsibility for Selling and Marketing Excellence content & delivery at major events such as Fast Starts, National Sales Meetings Selling Skills events & Product Launches. This includes creation of materials & approval via the Copy Approval process.
Subject Matter Expertise (via training / certification) to represent and pull through Selling and Marketing Excellence key initiatives /skills and as aligned to BU (ie: GSK Selling Ways, Business Acumen, SAP as appropriate to role)
Leadership role within Business Partner community. Drive best practice sharing, lead delivery of standard work where applicable
The skills & experience which will lead to success in this role include:
Strategic thinking. Your role needs to diagnose capability gaps, and develop plans for short & medium term to address those gaps
Understanding the full Commercial Environment. You need to understand BU needs across Sales & Marketing, and to balance those with Enterprise priorities & resource constraints. Prior experience across commercial functions will be a clear asset in this role
Leadership. As a Director within Selling and Marketing Excellence, you are expected to model all of GSKs Leadership Expectations, and foster an engaged, winning culture.
Influencing. As a partner working with senior stakeholders, you are expected to help them balance organizational & enterprise priorities. You are expected to be a leader among those peers in the area of Selling Skills & Commercial Capabilities.
Working Across Boundaries. The Business Partner roles are matrix leadership positions, requiring you to understand & work closely with multiple functions across Sales, Marketing & Operations.
Why You?Basic qualifications:
Minimum of 7 years in Pharma industry
Experience in Sales and/or Marketing, and Leadership
Experience in Managed Markets and/or Account based selling
Experience in GSK's Strategic Account Planning process & Mastering Customer Engagement selling model
Demonstrated success in a role where matrix working /Iinfluencing is a core requirement
Experience of Copy Approval Process
Demonstrated ability to create a strategic vision (eg 1-3 year strategic plan)
Demonstrated ability to deliver on a project plan (eg create and deliver tactical plan)
At GSK, our mission is to improve the quality of human life by enabling people to do more, feel better and live longer. Our three world-leading businesses research and deliver innovative medicines, vaccines and consumer healthcare products. We need a talented and motivated workforce to deliver against our strategy. To achieve this, we strive to attract the best people and to create an environment that empowers and inspires.
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