Selling Excellence Manager (Islamabad)
Karachi Pakistan
5d ago

Job Purpose

Partner with specific business units within the LOC and deliver the Emerging Markets Selling Excellence strategy in line with LOC priorities.

Establish operational plans and deliver solutions to build capability for the sales organisation. Drive commercial performance by becoming a partner of choice for the SLSLs and BU Heads within the LOC.

Educational Requirements and Criteria

  • Science Graduate, additional MBA will be a further advantage
  • Minimum of 5 years’ experience with 2-3 years field experience with people management will be a plus.
  • Diversified experience of therapeutic area will be an add on.
  • Digital savviness with command over MS office.
  • Demonstrated learning agility
  • Working across boundaries
  • Flexible to travel extensively across country
  • Excellent Communication , presentation & interpersonal skills.
  • Position will be based at Islamabad
  • Reporting to Head of Selling Excellence
  • KPIs for FLSLs are mentioned below on top of above mentioned traits.

    Business Planning based on 2018 & 2019 :

    Average score from 1.00 to 2.00

    Knowledge Score based on 2018 & 2019 :

    Minimum average score 90%

    Coaching Score based on Q2-Q3 2019 :

    Average score from 1.00 to 1.50

    Annual Rating :

    No adverse rating in past 2 years.

    Key Responsibilities

    Strategy & Operations

    Align the SE strategy with the business unit priorities. Enable the delivery of business outcomes through excellent execution and capability building To ensure that the selling excellence standards are implemented effectively across the business unit / s To work in a highly collaborative way with the business unit leaders with a focus on jointly-creating solutions, providing expertise & supporting local experimentation Establish a strong partnership with the business unit leaders and demonstrate a strong understanding of the business challenges and are looked upon as a business partner by the leaders Translate business priorities into operational plans in collaboration with cross functional stakeholders and deliver on the agreed priorities Track the implementation of the selling excellence strategy and operational plan using appropriate KRAs, KPIs and scorecards.

    Report on progress at regular intervals and adjusts based on feedback

    Learning & Capability

    Identify learning needs using qualitative and quantitative data at individual, team and Business unit level Demonstrate effective facilitation skills to actively involve people in learning and motivate them to change their ways of working (both Face to Face & Virtual Classrooms) Design and develop blended learning solutions that build the required individual and team capabilities Lead and inspire the use of learning technology solutions to deliver innovative, relevant and effective performance support to employees across the team Use appropriate learning technology solutions to provide on-demand learning assets that put employees in charge of their learning.

    Contribute to creating a culture of employee owned manager driven learning culture Help to align Business Unit marketing materials, ensure campaign materials, call flows and knowledge questions are updated to high standard and aligned with Good Sell Outcome Where appropriate, expertly manage approved external agencies to create high quality, good value solutions

    Drive Performance & Impact

    Track GSO execution in the Business Unit leveraging sales rep self - evaluation, FLSL evaluation, P2P & STEM / GSO360 data.

    Implement GSO improvement plans based on the trends and agreed areas of improvement with the business leaders Leverage data to link lead measures to lag measures and based on the trend make improvement plans for commercial execution Link all GSO activities to business measures (lead to lag) at all levels MR, FLSL & SLSL in an organized method and have regular interactions

    In all areas, demonstrate an understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectations

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