Business Development Manager at GlaxoSmithKline

Requisition ID: WD95944

Job Purpose

• Provide data analysis and insight support to the business towards achieving set objectives.
• Compile, process, analyze and provide insight on all sales and marketing data.
• Collate and process daily/weekly /monthly primary/secondary sales
• Provide information on daily sales, Partners payment situation (daily tracker) to Sales team and channel analysis ( channel distribution etc)
• Incentives and ROI analysis on sales and marketing promotions
• Interpret data, analyze results using statistical techniques and provide ongoing reports.
• Develop and implement data collection systems and other strategies that optimize statistical efficiency and data quality.
• Acquire data from primary or secondary data sources and maintain databases/data systems.
• Identify, analyze, and interpret trends or patterns in complex data sets.
• Filter and “clean” data, and review computer reports, printouts, and performance indicators to locate and correct any data errors/problems.
• Work closely with management to prioritize business and information needs.
• Locate and define new process improvement opportunities as relates to data collection and analysis.

Key Responsibilities

• Track, analyze and report sales results: Primary and Secondary Sales
• Formalize reporting process of field perspective analysis as it relates to future company strategy, product needs and customer feedback.
• Supervise sales Automation projects - handhelds
• Management of sales force /Partners Accounts Incentives and ROI analysis.
• Consolidation of Territory Forecasts
• Preparation  Actual, Budget, and Forecast Schedules
• Coordination of Databases- Sales, Stocks, Partners, Trade channels and AC Nielsen.
• Prepare and distribute monthly sales target for the field team
• Analyze business wide performance based on contributions by regions, brand and partners
• Business improvement of existing and new database and reporting modules
• Lead operational review process by developing detailed operational review reports, scheduling operational review meeting and presenting data to leadership team.
• Work closely with AC Nielsen team to ensure prompt delivery of AC Nielsen data, review database integrity, schedule and lead quarterly review meetings for all categories.
• Deliver monthly data packets detail category performance, primary and secondary sales trends, weighted and numeric distribution performance by channel and region, etc.

Basic Qualifications

• Bachelor's Degree in Mathematics, Economics, Computer Science, Information Management or Statistics

Preferred qualifications:

• Technical expertise regarding data models, database design development, data mining and segmentation techniques.
• Ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy

Competencies

• Knowledge:  Role will need a high level of knowledge in the following areas:
  • Computer skills (Good use of Ms office applications, Sun System  and JDE)
  • Basic Accounting skills
  • Business Management
  • Time management
  • Experience with reporting packages (Business Objects etc), databases, programming software.
  • Statistics and experience using statistical packages for analyzing large datasets (Excel, SPSS, SAS etc)
• Complexity: Role will need the ability to manage business complexities and layers of information by:
  • Providing accurate reports and Insights
  • Partners Account Reconciliation
  • Monthly sales report analysis
• Independent thinking: Highly proactive, solution focused ability to adequately track and measure.
• Communication Evaluation & Development: Role will use GSK and leading industry practices to evaluate fit-for-use communication approaches, and where required guide development of “Nigeria specific” analysis and insights.
• Measuring & Tracking: Role will directly identify appropriate projects for measuring and also key criteria for tracking execution of the same as well as delivery against business goals
• Leadership: role will directly interact with Marketing and Sales leadership, General Manager, multiple Category Team stakeholders, Area marketing and sales teams to inspire confidence in strategy and drive aligned delivery
• Ability to Influence: collaborate across shopper / insights / brand / category / expert / regulatory / GMS teams to rollout ‘best for Africa’ solutions irrespective of point of origin.
• Lead through adversity: role will require high level of resilience and flexible thinking to respond to challenging external environment that Africa presents. In addition, ability to deliver results fast in a changing internal environment where new ways of working need to be established and resistance may be met
• Problem Solving & Innovation: High degree of judgment and analysis will be required in the role, for example: Trading off purist/data-led approaches versus being pragmatic to overcome specific in-country issues. Driving responsiveness of plans based on competitive dynamics as well as P&L requirements.