First Line Sales Leader at GlaxoSmithKline

Basic qualifications:

• Qualified Pharmacist with at least 3 years of experience in sales/account management. Medical representative work experience within pharmaceutical industry
• Key account management experience preferable
• Successful track record in selling branded products to hospital customers
• Knowledge of procurement within the private sector hospital service providers
• Demonstrable understanding of negotiating formulary inclusion & hospital contract purchasing
• Must be willing to work anywhere in Nigeria

Preferred qualifications:

• Qualified Pharmacist with at least 3 years of experience in sales/account management. Medical representative work experience within pharmaceutical industry
• Key account management experience preferable
• Successful track record in selling branded products to hospital customers
• Knowledge of procurement within the private sector hospital service providers
• Demonstrable understanding of negotiating formulary inclusion & hospital contract purchasing
• Must be willing to work anywhere in Nigeria

Details:

• Provide leadership for the district team. Plan, execute and regularly evaluate activities in the team and territory in accordance with agreed business plan so as to achieve GSK’s commercial objectives.
• Develop annual Business Plans to implement company marketing and Sales strategies towards achieving overall company objective.
• Manage sales, customer service, marketing plan execution, supply chain and distribution of GSK Pharmaceutical products in the district.
• Articulate the objectives and activity target of the district team to direct reports and ensure their buy-in to deliver the stated results.
• Work collaboratively with cross functional teams on key customer needs, account objectives and implementation plans so as to ensure that the District business objectives are achieved
• Utilize value propositions to effectively drive commercial success of GSK and its brands
• Understand the wider healthcare system and leading practices and anticipate future accounts opportunities for growth
• Develop the sales competence of the team by continually evaluating performance, identifying competence gaps, designing improvement strategies in partnership with the individual team members and Commercial Excellence. Leading, training, retraining, coaching, supporting and inspiring them to achieve and exceed set goals with a clear line of sight between the activity measures and the lag measures
• Maintain district expenditure within acceptable limits.
• Spend not less than 60% of time on field coaching, building and maintaining effective relationship with key stakeholders; distribution channels, KEEs and other HCPs to assist in fostering healthy support for GSK products.
• Identify and develop new business opportunities and maximise the result.
• Develop customer acquisition, retention, advocacy and loyalty for all brands