Dental Detailing operations Manager at GlaxoSmithKline (GSK)

Job description

Qualifications

Basic qualifications:

• Matric
• Relevant 3yr Tertiary degree/diploma would be an advantage
• Computer Literate in Excel, PowerPoint, Word, Outlook

Work Experience And Job Knowledge

• Minimum of 3 years experience in the expert space. Dental detailing would be an advantage
• Proven understanding of local regulatory environment and relevant industry codes.
• Comprehensive knowledge of the Dental environment.
• An appreciation for the use & application of various data sources such as IMS, AC Nielsen & scanned data
• Strong product knowledge of both competitor and GSK brands.
• Ability to influence KOLs and Customers

Job Purpose

To strategically support the National Dental Detailing Manager in leading the GSK Consumer Healthcare Expert Sales Dental Detailing business. Driving expert recommendation on key GSK brands through a trained detailing sales force, whilst delivering against agreed annual business plan and sales targets.

Sales

Scope:

This position reports into the National Dental Detailing Manager of GSK Consumer Healthcare and is directly responsible for assisting the dental team to deliver annual gross sales of RM and profit of RM through delivering gross sales of RM on Professional Oral Healthcare brands.

Essential Job Responsibilities

• Assit the National Dental Detailing Manager in Identifying, developing and implementing the annual Expert Dental detailing Channel plan to deliver GSK’s agreed sales, profit, distribution, pricing and promotional targets with key customers.
• Develop and implement Co-Op and promotional investment plans that deliver ROI, drive expert recommendation as measured by Touchstone and are aligned to channel and brand objectives.
• Assit the National Dental Detailing Manager to development and implement the channel’s annual trading term & pricing strategies that are in-line with local regulatory & competition codes and deliver against channel’s strategic agenda.
• Provide monthly input into commercial forecasting process, driving forecast accuracy and excellent customer service levels.
• Manage all dental congresses from the develpoment of the activation plan, promotional elements, implementation of the promotional stand and signing of the sponsorship agreements.
• Track and measure HCP & Government interactions on a monthly basis
• Track and manage Lunch and Learn interactions
• Track and manage all sponsorship agreements.
• Track and manage rep in a box per cycle.
• Track and manage sample stock to be distributed by region to all dental detailers
• Analyse GFK data and present findings and opportunites to the national Dental Detailing Manager as well as Dental detailers
• Work closely with the Expert Campaign manager to develop and design Dental point of sale elements to be placed in dental practices
• Track and manage all leafbehind promotional elements to detailers that need to be placed at dental practices
• Track and measure the annual scorecard to monitor channel’s progress against the delivery of annual business plans, identifying any risks or issues & implement corrective action where appropriate, in order to achieve the sales, profit, distribution, recommendation, pricing and promotional targets.
• Assist in the co-ordination of an extended team including Customer Marketing Activation Managers, Sales Operations, Finance, Planning, Expert Capability Manager and Marketing to deliver strategic channel initiatives and development of team.

Skills/Competencies

• Strong commercial acumen
• Advanced strategic planning & organising skills
• Proven track record in Leadership, Recruitment & Development of teams
• Exceptional inter-personal & communications skills
• Problem/Solution approach to issue management & conflict resolution
• Excellent selling, influencing & negotiation skills
• Clearly demonstrates high levels of personal drive & proactively.
• Team-player
• Complexity
• Capability to operate across different Dental channels potentially within sub Sahara Africa; providing assistance to the National dental detailing head with strategic direction in terms of Expert sales agenda in varying trading & regulatory environments.
• Assist to manage the Dental Detailing function with diverse methodology and customer base. Customer base of XXXXX within South Africa.
• Dental Detailing - key driver in oral care portfolio, grow current recommendation levels on Sensodyne, Corsodyl & Corega.
• Assess optimal expert sales structure to drive ROI and increase recommendation.
• High level of influencing required: manages relationships with KOL’s on Expert Panel.
• Ability to work in an internal matrix environment with the Modern Trade Channel team, Dental Marketing team, Customer Marketing and National Operations team to ensure all opportunities are capitalized on.
• Managing a wide portfolio of products in the GSK range of Oral Care

Contact Information

GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.

Preference will be given to candidates in line with the GSK SA and GSK Consumer Healthcare Equity Plan.