Selling Excellence Lead

Job description

Nombre del sítio: Malaysia - Petaling Jaya
Fecha de publicación: Feb 2 2024

Are you energized by a high-profile sales training role that allows you to accelerate sales force effectiveness across the portfolio?  If so, this Selling Excellence Lead role could be an ideal opportunity to explore.

As a Selling Excellence Lead , you will drive business performance by :

·  Driving Good Selling Outcomes from the field force and effectively challenging sales and marketing execution gaps and opportunities
·  implementing appropriate capability building initiatives and learning solutions for the field force at MR and Sales Leader level

This role will provide YOU the opportunity to lead key activities to progress YOUR career.  These responsibilities include some of the following:

Primary deliverables

·  Lead, coach and inspire the team of designated SE Exec/manager to drive and execute department KPIs and on support career development.
·  Engage stakeholders and drive KPIs, sales and marketing execution to improve GSO
·  Assess, evaluate, identify training needs of field force and propose relevant capability building initiatives through active partnership with key stakeholders. Work with therapy area stakeholders to design, develop, and deliver selling skills training programs and assess training outcomes.
·  50% of days spent on field-coaching. This may involve conducting training in-field, followed by joint visits with the sales leaders to observe and coach line manager capability.
·  Lead the planning and implementation of sales leaders onboarding programs and sales leaders development programs to drive coaching and team leadership capabilities.
·  Lead and Implementation of above country capability building programs as appropriate to LOC needs.

Scope of work; Impact on strategy and operations/business/people relationship

Strategy and operations

·  Business Partnering: Establishes a strong partnership with LOC/Area business leaders. Demonstrates a strong understanding of the LOC/Area business landscape, challenges and is seen as a thought partner by the leadership team.
·  Creates operational plans: Translates business priorities into operational plans in collaboration with cross functional stakeholders. Demonstrated project management skills to scope and deliver on the agreed priorities.
·  Tracks and adjusts: Tracks the implementation of the selling excellence strategy and operational plan using appropriate key result areas, key performance indicators and scorecards. Reports on progress at regular intervals and adjusts based on feedback.

Learning and capability

·  Leverages on technology for learning: Uses appropriate learning technology solutions to provide on-demand learning assets that put employees in charge of their learning. Contributes to creating a culture of employee owned – manager driven learning culture.
·  Conducts need analysis: Discover and validate learning needs using qualitative and quantitative data at individual, team and LOC level.

Drive performance and impact

·  Improves call effectiveness: Embedding GSO improvement plans. Track GSO execution in LOC leveraging sales rep self evaluation, FLSL evaluation, P2P & STEM / GSO360 data. Create GSO improvement plans based on the trends and agreed areas of improvement with the business.
·  Links lead and lag KPIs: Link Selling Excellence lead measures to lag measures, Leveraging data-enabled decisions to improve commercial execution.
·  Drives business discussions: Drives business discussions linking all GSO activities to business measures (lead to lag) at all levels MR, FLSL, SLSL and BUH in an organized and regular interactions.
·  Evaluates impact: Defines, measures and interprets Selling Excellence activities impact in relation to the organization’s performance objectives or expectations using a range of quantitative and qualitative methodologies.

Team management

·  Drives team performance: Leads, coaches and inspires the team members to drive and execute department KPIs.
·  Team development: Supports and coaches team members on short and long term career advancement and aspiration.

Why you?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

·  Minimum 5 years experience in relevant function or industry, with 2 years of team management experience. Previous Sales Leader Experience will be an advantage
·  University Degree holder, preferably in science related fields

Preferred Qualifications:

If you have the following characteristics and experience, it would be a plus:

·  Engagement and influencing skills
·  Ability to assess and prioritise learning needs
·  Ability to design and develop learning solutions
·  Ability to facilitate Learning
·  Ability to coach to Learning Needs
·  Ability to evaluate outcomes competencies

Knowledge

·  Successful track record in sales
·  Strong presentation and facilitation skills
·  Coaching/Training experience
·  Planning & organisational skills

Complexity:

·  Working directly with Business Unit (BU) team to support BU’s key business priorities, apart from close collaboration with other trainers for total company initiatives
·  Liaises with cross-functional teams - marketing, medical, and other key stakeholders on assigned training initiatives
·  Liaises with SFA team on analyzing data & deriving quantifiable conclusion on SFE activities
·  Liaises with regional team on planning and rolling out regional initiatives, and liases with LoC BU team to adapt the initiatives to LoC business needs
·  Liaises with external vendors and coordinates different agencies for different aspects of training program design, meeting logistics, and event management

Why GSK?

Nuestro objetivo es ser una de las empresas de atención médica más innovadoras, de mejor desempeño y más confiables del mundo. Creemos que todos aportamos algo único a GSK y cuando combinamos nuestros conocimientos, experiencias y estilos, el impacto es increíble. Únase a nuestra aventura en GSK donde se inspirará para hacer el mejor trabajo para nuestros pacientes y clientes. Un lugar donde puede ser usted mismo, sentirse bien y seguir creciendo.

  

Aviso importante a las empresas o agencias de empleo

GSK no acepta recomendaciones de empresas de empleo o agencias de empleo con respecto a las vacantes publicadas en este sitio. Todas las empresas o agencias de empleo están obligadas a ponerse en contacto con el Departamento de Contrataciones Comerciales y Generales o el Departamento de Recursos Humanos de GSK para obtener autorización previa por escrito antes de recomendar a cualquier candidato a GSK. La obtención de autorización previa por escrito es una condición precedente a cualquier acuerdo (verbal o escrito) entre la empresa o agencia de empleo y GSK. En ausencia de dicha autorización por escrito, se considerará que las acciones que emprenda la empresa o agencia de empleo se han realizado sin el consentimiento o el acuerdo contractual de GSK. Por lo tanto, GSK no será responsable de ninguna tarifa derivada de tales acciones o cualquier tarifa que surja de cualquier recomendación por parte de las empresas o agencias de empleo con respecto a las vacantes publicadas en este sitio.