First Line Sales Leader

Job description

Details:

Job Purpose:

The purpose of the FLSL is to manage the private market business and to ensure implementation of sales and productivity strategy.
The role of the First Line Sales Manager is to :
• Lead a team of medical representatives who act as selling interface in an integrated multi-channel product strategy and call on appropriate Health Care Professionals (HCPs).
• Be able to use additional tools and source services which complements their role and their communications.
•Ensure that the sales team are motivated and excel in promoting and selling GSK brands to HCPs through effective territory management, implementation of PFS, coaching and people development.
•Ensure that GSK ethical standards, procedures and reputation are maintained by the team.

Scope:

•Manage a team of medical representatives to drive performance on patient focussed selling and on superior disease and product knowledge.
• Contribute to effective business planning and follow up implementation.
• Positive role model leadership and drive GSK Behaviours and values within team.
• Delivery of agreed key performance indicators

Job Responsibilities:

1. Scientific knowledge
• Ensure scientific knowledge of the sales team and performance
• Ensure personal knowledge across the portfolio and seek constant update on latest data and indications

2. Coaching selling skills
• Perform field coaching with medical representatives on patient focussed selling
• Coach medical representatives on disease and product knowledge

3. Managing performance
• Business planning
o Identify and capitalise on areas opportunity to grow business and GSK reputation.
o Maintain professional relationship with HCP's, work colleagues and other stakeholders so as to ensure advocacy for GSK products
o Develop a KEE engagement plan and use additional tools and source services from support functions to complement the direct face-to-face representative contact.
o Support the development of medical meetings and promotional activities conducted by the sales team in collaboration with marketing
o Work in a collaborative way with (Key Account Manager) to help business growth.
o Contribute to, monitor and analyse achievement of sales vs target and support on distributor management of ex-factory orders

• Rep performance
o Dedicate 60% of time to coaching or developing the market by calling on key customers (20%). The remaining 20% should be spent on administrative tasks
o Support the medical representatives in business planning, follow up and evaluation
o Produce and analyse relevant call quality, coverage and frequency reports to drive access and increase sales force effectiveness

• Code of conduct adherence
o Understand and work in accordance to all GSK Behaviours Ethics and Code of Conduct policies and manage, monitor and drive compliance in all business systems and SOPs Ensure full adherence to training programmes and check on implementation
o Ensure all sales tactics are in line with marketing strategies and SOPs
o Foster a speak up and risk management culture
o Control and monitor the medical representatives expenses

Contact information:

You may apply for this position online by selecting the Apply now button.

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Desired profile

Basic qualifications:

Tertiary Qualification
• At least 2 years experience in the pharmaceutical industry.
• Strong, proven knowledge of the healthcare environment of his territory

Required skills and capabilities:
• Leadership capability and exemplary proof of GSK Behaviours.
• Motivation and track record for sales and work with a sense of urgency.Exceptional interpersonal, communication and facilitation skills internally and externally.
• Advanced knowledge/skill in negotiation, persuasion and influence and an understanding of personality type models.
• Abilty to build and maintain client relationships.
• Ability to analyse complex GSK sales, distributor sales and industry competitors through use of available data.
• Sound knowledge of MS Office especially on Excel.
• Strong, proven knowledge of the healthcare environment of territory.
• Contribution to cross-functional group and project work in the local team.
• Problem solving and solution based ‘Can do' approach.
• High levels of personal drive, self motivation and proactive behaviour.

Preferred qualifications: