Your ResponsibilitiesJob Purpose and Key Responsibilities
Job Purpose
To drive performance of your territory through face-to-face and multi-channel selling and to establish GSK as the customer’s key partner and advisor by making relevant recommendations supported by scientific knowledge which are aligned to the customer’s patient types and needs.
Key Responsibilities
Scientific Knowledge
Continuously builds knowledge of GSK multi-channel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours
Understands GSK and competitor’s brands features and benefits and applies knowledge effectively in their PFSS and multi-channel selling approach
Builds a comprehensive disease and pathology knowledge and leverages it with customers to support decision making
Has strong understanding of treatment guidelines and patient profiles and leverages them to build credibility with customers
Business Planning
Uses multiple data sources to analyse and review territory performance dynamics (including competitor performance) identifying territory trends and opportunities for GSK
Builds territory insights that capture opportunities and drive decision making, including the selection and prioritization of customer targets and the development of robust territory coverage call plans
Develop, based on customer insights, multi-channel business plans with strategically aligned ASMART objectives, strategies and tactical activities that deliver business objectives
Implements multi-channel business plans, uses KPIs to track performance and adjust plans where required
Selling Skills
Effectively engages with customers through a PFSS selling approach or multi-channel selling approach and is proficient in using appropriate multi-channel selling platforms aligned to customer preferences
Actively prepares for, and executes the PFSS selling approach uncovering opportunities, making recommendations aligned to patient and customer needs, addressing objections and effectively closing
Regularly measures sales call performance and seeks FLSL feedback to continuously improve
Builds collaborative internal and external relationships that enhance the customer journey, channels customer feedback into the wider organization and proactively delivers efficient and effective sales administration
Engages pharmacies effectively through the
Pharmacy Sales Call Model.
In all areas, demonstrate understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectationsAccountability
Primary deliverables of role;
Achievement of local identified business objectives and measures to enhance the Territory performance, efficiency and effectiveness. (e.g. customer coverage, call rate, business planning)
Successful completion of all required Online Learning modules through GSK LMS system – My Learning
Operates effectively and efficiently through the multi-channel environment, leading with science
Business planning and execution
Patient focused scientific selling
Product and disease knowledge and expertise
Personal development planning in the spirit of continuous improvement
Implementation and adherence to all GSK activities aligned to GSK vision, expectations, values and code of conduct and code of practice.
Expense management and sample reconciliation
Why You?
Basic Requirements
Critical/essential to accomplish the role
Bachelor’s degree preferably within life sciences
Scientific knowledge
Patient focused
Business planning & execution
Influence, impact and convince others
Personal resilience
Results focused
Adaptability to change
Team player/worker
Analytical thinker
Shows Initiative
Financial awareness
