Site Name: UAE - Dubai
Posted Date: Oct 16 2023

Head of Speciality

Location: Dubai, UAE

• Responsible for setting the vision, defining the Business Unit (BU) strategy, ensuring execution of brand and key account plans to achieve ambitious goals
• Leads the BU team members and cross-functional team to deliver a superior patient & customer experience, exceed expectations of key customers, ensuring access and become best-in-class in the areas where we are present
• Develops effective sales & marketing strategies to ensure successful performance and goal achievement; P&L responsibility for the BU
• Acts in compliance with laws, internal regulations, company strategies & GSK\xe2\x80\x99s corporate philosophy and supports GM in achievement of company objectives

Key Responsibilities include, but are not limited to:

Leadership responsibility for sales & marketing team

• Initiates and promotes the development of direct reports by using a defined process
• Promotes cooperative and inclusive ways of working together within the cross-functional BU team and within the LOC leadership team
• Ensures the team lives and executes customer-centricity, defined as listening to customers and meeting their needs to provide customer-centric solutions, also ensures that in the team mindset and outcomes the patient comes first
• Sets targets and objectives for the BU, promotes & monitors achievement and follows up on them, flagging any issues early and adapting tactics as needed
• Coaches, mentors and trains employees and appraises performance within the organization
• In cooperation with HR and the General Manager hires, develops and retains commercial staff (marketing, sales), while developing a best in class environment to work in, fostering continuous improvement

Financial & Strategic Planning

• Fully accountable for the local business, including currently marketed products and any future products in this therapy area
• Develops a strategy in close cooperation with cross-functional team members (medical, marketing, sales, market access, business support etc.)
• Ensures implementation of policies and programs to achieve maximum sales and profit
• Establishes a financial plan including units, sales and expenses in alignment with overall financial planning process and is fully accountable for achieving the forecast
• Prepares brand strategy and marketing plan for the BU brands; develops and coordinates commercial strategies/tactics with specific timelines, budgets and stakeholder responsibilities
• Ensures brands, competition, market dynamics, medical trends and levers of growth are analyzed on a regular basis and develops view on brand issues, market development, competitive positioning, customer segments and needs
• Establishes and further develops a successful go-to-market model and drives new marketing projects (implementing a best in class specialty care organization)
• Develops, prepares and executes future launches as per plan with strong support and alignment of cross functional team
  

Sales Force Planning & Management

• Establishes concept for in-field team and orchestrates different channels in a customer engagement plan, incl. targeting & segmentation
• Responsible for building the account management capabilities of individual Reps and FLSL as well as the organization, driving value-based key account management as a mindset rather than just a function
• Involves FLSL, Reps and Product Manager and customers in developing customer-focused initiatives, projects and material
• Sets Sales Force Effectiveness standards and KPIs, establishes and tracks metrics to factor the outside perspective in (e.g., customer experience) and monitors achievement on regular basis
• Drives cross-functional key account planning and management process in close alignment with Medical and Access.
• Develops effective incentive and bonus system for Sales Force in cooperation with GM and HR and work for Commercial terms with CTC.

Project Management & Cross-Functional Cooperation

• Ensures implementation of all truly cross-functional plans for sales and marketing, while working in close collaboration with Medical and Access functions
• Transforms and communicates strategies into implementable tactics and ensures smooth execution through own core team and cross-functional team members.
• Expands products/markets by innovative commercial programs and high-quality education programs for health care stakeholders

Customer Activities

• Identifies, develops and maintains professional relationship with key customers, KOLs and scientific societies, identifies new opportunities and ways to better meet customer needs, serves as role model in terms of customer orientation, to develop a high performing customer centric organization
• Provides input for the development of products and anticipates customer need/solution approach
• Actively participates in customer events and congresses
• Maximizes understanding of the customers and patients and uses this information to meet the customers\xe2\x80\x99 and patients\xe2\x80\x99 needs
• Together with the Patient Advocacy function, identifies possible patient networks and plans fruitful collaborations aligned with the overall strategy
• Develops, implements and evaluates meaningful patient programs and services according to patients needs
• Acts as key driver to strengthen reputation of GSK in the country

Administration, monitoring and controlling

• Plans and monitors the expense budgets and ensures proper resource allocation. Checks constantly the efficiency of tactical measures & programs and takes corrective actions if required
• Monitors KPIs (sales, MS, prices, timelines, milestones, customer experience, customer engagement etc.) on regular basis
• Monitors competitor activities (Market Intelligence and Benchmarking) on regular basis and ensures learnings are acted upon.
• Supports adherence to defined local & shared service processes for a smooth handling of internal workflows including ordering & purchasing, invoices operation, promo-material-clearing etc.
• Ensures that quality standards and legal & internal requirements are met

Cross-country collaboration

• Fosters best practice and customer insights sharing among GEM and EM.
• Represents the BU/LOC in regional, global or other management team meetings
• Actively collaborates with Global and regional commercial, medical and market access teams in developing strategy and tactics for the BU

Why you?

Basic Qualifications:

• Has successfully led a cross-functional team at local or regional level
• Experience in a customer-facing role
• Experience of managing a P&L or a responsibility for a large budget and sales
• Marketing Management or Brand management experience and understands environment and business model for BU brands
• Minimum 8 years of experience in commercial roles, ideally within the pharma / healthcare environment
• Solid understanding of the business model, treatment pathways and the market environment of the BU
• Launch experience preferred

Preferred Qualifications:

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

• Strong business acumen. Compelling thinker. Can readily switch from strategic to operational levels.
• Strong focus on Execution\xe2\x80\x93 adds value at operational level
• Proven ability to work across matrices and functions, influence with integrity, align objectives and people
• Proven track-record in effective stakeholder management, customer engagement and communication
• Oversight and management of brand performance reviews & corrective action requires ADP know-how
• Hold self-accountable and act as a role model of personal leadership, showcasing self-drive, right attitude, high levels of energy release, discipline in execution and focus on performance

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 GSK?

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:
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