Head of Dental at GlaxoSmithKline (GSK)

Job Purpose

As the Head of Dental, you will be responsible for strategically 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.

Essential Job Responsibilities:

• South Africa territory
• Identify, develop, and implement the annual Expert Dental detailing Channel plan to deliver GSK’s agreed sales, profit, distribution, pricing, and promotional targets with key customers.
• Responsible for delivering the annual trading profit of assigned brand portfolio through the effective management of P&L; managing promotional, sales & overhead costs against sales revenue generated.
• 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.
• Contact strategy & account penetration. Lead continual development of multi-functional contacts across both key customers such Access Dental and several universities. Category Leadership. Communicate category opportunities and plans on Oral Care to improve focus of GSK brands at point of purchase to gain customer confidence and influence above & beyond our competitors.
• Recruit, develop and lead the Dental team, providing coaching and development. Ensuring GSK’s people agenda is firmly embedded within the channel team and driving adherence to GSK’s policies and procedures in terms of risk management.
• Develop annual scorecard to monitor channel’s progress against the delivery of annual business plans, identifying any risks or issues & implement corrective action where appropriate, to achieve the sales, profit, distribution, recommendation, pricing, and promotional targets.
• 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.
• Embedding continuous learning from successes and failures
• Initiating and coordinating progress on all projects.
• Own and competitive developments.
• Sales and supply chain performance
• Consumer, Expert and Customer behavior.
• Adapts/replans to accommodate deviations / changes in market conditions and trends in the healthcare environment by devising and implementing new action plans, to ensure the expert strategy retain their competitive advantage.
• Coach and develop direct reports.
• Motivate and support through appropriate reward and recognition programs.
• Identifying training and development needs via the regular check-ins.
• Working within budget parameters.
• Monitoring progress towards achieving objectives.
• Providing input into overall planning of business.
• In-depth knowledge of products.
• Understands and abides by GSK policies and procedures.
• Conducts Management Monitoring

Why you?

Basic Qualifications:

• University degree
• Minimum of 3-year experience of dental detailing
• Comprehensive understanding of the Dental environment
• Strong product knowledge of both competitor and GSK brands
• Proven record of delivering results and meeting customer expectations
• Proven ability to collect and analyze various data sources to make sound recommendations
• Innovative and motivated work ethic with a passion to succeed
• Good communication and interpersonal skills
• Ability to influence KOLs and Customers

Preferred Qualifications:

• Strong commercial acumen
• Advanced strategic planning & organizing skills
• Proven track record in 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