Core Commercial Cycle Champion
Karachi, , Pakistan,
6d ago

Job Purpose

To lead the Core Commercial Cycle process implementation in Pakistan aligning Marketing, RSDH, GMS Sites and Finance. Develop, implement, and track distributor performance building the right foundation and performance dashboards for CTC Distribution management.

The role will ensure alignment of forecast, supply and distributor / channel demand to minimize sales loss by providing Channel Parmer’s IMS, TMS & Stock Cover analytics leading to improvement in GSK Customer service by ensuring optimum stock cover at distributors across Pakistan to drive patient access.

Minimum Level of Education

BBA / MBA or Supply Chain Degree

Area of Specialisation

Sales Management & / OR Supply Chain Management

4-5 Years Marketing, Distributors Management, Supply Chain or Business Analysis

Internal Candidates (Additional Criteria)

No Adverse Rating in Past 3 Years

Key Responsibilities

  • Develop and track a monthly performance dashboard for trade distributors, including both qualitative and quantitative KPIs.
  • Selling In and Selling Out).

  • Lead the channel sales business analytics (Stock cover, Channel forecast, trends, secondary trade sales related BI metrics) and provide support as needed to Business Units and CTC.
  • Lead and embed CCC L2 maturity and pave the way to L3 maturity.
  • Ensure Demand Forecast, Supply Plan (RSDH), Distributor Inventory Levels and the Financial Planned numbers are aligned to cross functional business.
  • Lead the coordination between Marketing and Commercial Sales teams to drive the related monthly forecasting process of the Core Commercial Cycle.
  • Take an active role in DRM and S&OP preparation, consolidating DRM and SRM input and in collaboration with other department (Demand, Finance, Site, Marketing, CTC, W&D) build the deck.
  • Be ready with any escalation to Regional S&OP

  • Ensure optimal use of CCC plus reports and Volume harmonization
  • Track CCC benefits by recording decision at the DRM and impact on P&L (Risk, Opportunity, Inventory and write off etc).
  • Implement and lead sales alignment meetings with all relevant departments (Demand, Finance, Site, Marketing, CTC, W&D).
  • Review CCC KPI and take corrective actions for improvements
  • Commercial deployment and systems lead for secondary sales and customer service systems PRISM, eSOP, DQS etc.
  • Responsible to drive end to end effective usage of PRISM system initiatives at both external and internal stockholders.
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