Business Operations and Distribution Head

Location: Dubai, UAE

This position will be responsible for the development and execution of the Market strategy of Commercial Trade Channels (CTC) across Gulf countries. This includes commercial operations (trade and tender) across the supply chain (distributors, different types of pharmacies, through to the patient). This role will provide the required support for commercial offers, pharmacy engagement and marketing plans. This will include developing a country strategic plan, managing the business interactions at a local level with the Business Units, Customers and Distributors, and guiding and supporting the roll-out of a CTC and pharmacy management approach within GSK. Business operations, CCC and Trade and Tender Customer Management is high on the agenda.

Additionally, this role will also provide oversight to commercial strategic projects including but not limited to the following:

New Distribution Model with distributor oversight and governance, Localization, Pricing, Local packaging. Long term distribution model and R2M, Project STREAM (Business and ERP transition)

Geographical scope of this role is within UAE, Qatar, Bahrain, Oman & Kuwait.

The role will be entrusted to create incremental value efficiencies for GSK by leading the development of the single shared channel initiative for GSK Rx including identification of a new Sales and distribution model to drive improved reach, productivity and commercial propositions across the Pharma businesses in GULF (UAE, Bahrain, Oman, Qatar and Kuwait)

To lead the implementation of the single shared channel strategy and execute the transition to new selling and distribution models

To lead and inspire the joint pharmacy channel trade marketing team to deliver against the KPIs and growth targets

To adopt and imbed an enterprise thinking mind set in order to effectively lead the organizational change process, integrating the new team and way of working into the Pharma and Consumer businesses

Actively Support the Business Units from Operations perspective for GSK pharma/vaccine and Specialty business by leveraging sales operations / distributor management and trade marketing

Key Responsibilities include, but are not limited to:

• Business and sales responsibility for country business targets.
• Develop the local pharmacy strategy opportunities, prioritize based on the potential size of the opportunity and develop a subsequent implementation plan for each of the appropriate customers, countries, products and channels.
• Determine appropriate opportunities for direct distribution models to Hospitals, Pharmacies and the Patient, on a country and product basis.
• Determine the appropriate process and partners\xe2\x80\x99 necessary to implement the business operations for country needs.
• Lead the team responsible for implementation of the company strategies ensuring all projects are completed and opportunities realized.
• Ensure compliance requirements with GSK policies and procedures are met and robust governance structures are in place to manage compliance.
• Ensure appropriate enablers are established in the respective functions (IT, Finance, Logistics) to support successful implementations as well as all necessary individuals are adequately trained.
• Required to analyze current profitability and costs of current deals and discount structures and proposing more effective deal structures and pricing strategies with a view to increasing distribution, sales and profitability.
• Required to work closely with the market resources in Finance, marketing, legal and compliance to gain buy and approval for strategy.
• Required to develop the tracking and measurement components as per the established CTC framework.
• Ensure that there is a strong focus on data usage and financial acumen bend within the team.
• Help deliver GSK budget through sales operations, institutional sales operations and trade marketing initiatives & track delivery to ensure that KPIs and growth targets are met or exceeded,
• Re-engineer distribution model, conduct distributor assessment, consolidate distributor list, and incorporate new service level KPIs in distributor agreements
• Lead other key cross functional teams to drive alignment and provide the environment for excellent execution for GSK Business
• Manage, coach and lead the joint pharmacy channel team comprising of sales operations team, institutional sales / KAM team, and trade marketing team to drive excellent execution, motivation and performance
• Define and ensure implementation of pharmacy team capability improvement plan
• Identify and build new capabilities within the Pharmacy channel team & effectively implement a talent management programme for existing and new team members
• Lead and manage distribution channel plans and activities. Including distributor contracts, negotiations and performance management
• Ensure compliance requirements with GSK policies and procedures are met and robust governance structures are in place to manage compliance
• Monitor performance and progress of single shared channel initiative. Implement course correction activities if required
• Lead ongoing pharmacy channel planning process to drive continuous improvement and progress towards single shared channel vision
• To ensure IT and Business systems are aligned across Pharma and vaccines to support performance monitoring and management

Why you?

Basic Qualifications:

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

• Strong commercial background, with broad experience in strategy & execution
• Experience of working with above country teams and leading cross functional team in a matrix organization to deliver projects of value
• Knowledge of in-country commercial operations, institutional sales / distribution activity and associated challenges
• Experience in working cross functionally and across business units to develop strategy and implementation plans
• Strong financial skills to assess cost/benefit payoff of new ways of doing business in an environment with a great deal of uncertainty as to the true impact on sales
• Ability to work well with senior in-country management and Business Unit Directors to drive agenda, reach investment agreement and achieve follow through with all parties on committed actions
• Track record of successful change management
• Excellent program management and communication skills
• Experience within pharmaceutical, OTC, generics, branded generics or FMCG sales and marketing
• Experience working with pharmaceutical distributors and pharmacies preferred
• Commercial understanding and drive: including demonstrable business analytics, business case development and commercial modelling
• High ethical and Integrity standards
• Change management leadership with a particular focus on capability building and embedding the knowledge in the business
• Governance expertise
• Strong decision making ability
• Strategic understanding and planning
• Excellent networking skills and proven cultural adaptability

Preferred Qualifications:

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

• MBA with 6-8 years of experience
• Good communication & motivational skills
• Broad Marketing and Sales experience and knowledge
• Project management skills
• Change management leadership with a particular focus on capability building and embedding the knowledge in the business
• Governance expertise

Closing Date for Applications: 26th October 2023 (COB)

Please take a copy of the , as this will not be available post closure of the advert. When applying for this role, please use the \xe2\x80\x98cover letter\xe2\x80\x99 of the online application or your CV to describe how you meet the competencies for this role, as outlined in the job requirements above. The information that you have provided in your cover letter and CV will be used to assess your application.

Why Us?

GSK is a global biopharma company with a special purpose \xe2\x80\x93 to unite science, technology and talent to get ahead of disease together \xe2\x80\x93 so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns \xe2\x80\x93 as an organization where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to positively impact the health of 2.5 billion people by the end of 2030.

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it\xe2\x80\x99s also about making GSK a place where people can thrive. We want GSK to be a workplace where everyone can feel a sense of belonging and thrive as set out in our Equal and Inclusive Treatment of Employees policy. We\xe2\x80\x99re committed to being more proactive at all levels so that our workforce reflects the communities we work and hire in, and our GSK leadership reflects our GSK workforce.

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

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