Retail Channel Head at GlaxoSmithKline (GSK)

Job Purpose

• To initiate, plan and achieve GSK Consumer Healthcare’s ambition of becoming one of the most innovative, best performing and trusted Consumer Healthcare Companies in South and Southern Africa. Deliver strategic retail channel management solutions and profitable growth in accordance with GSK’s business plan through a well trained and engaged team.

Scope

• South and Southern Africa territories
• >7 managers report in to this position
• Responsible for net sales budget of >£80m
• Profit contribution of >£m
• New product launches (innovation)
• Channel and key account development
• Trade Terms Negotiations
• Core commercial cycle planning - Forecasting
• To grow our brands ahead of the categories we compete in.
• To attract, develop, promote and retain key commercial talent
• Control trade investment-get better ROI
• Use our values and expectations to drive actions and decisions, role model values and expectations
• Embeds the five key attributes of the organization – Consumer & Customer obsessed, agility, growth mindset, execution powerhouse and digital, data and analytics at the core.

Essential Job Responsibilities

• Initiate and implement sales strategies to achieve & exceed corporate sales objectives.
• Grow our brands ahead of the categories we compete in
• Develop and implementation of mutual agreed annual Customer Joint Business Plans
• Develop strong customer relations within the identified channels to maximise business opportunities and grow the business.
• Ensure the National Account Managers have strong strategic relationships at all levels within the customers that they are responsible for.
• Effective use of the field sales team to ensure reach and share of voice in the market place with customers and in-store
• Development of all staff ensuring continuous learning and implementation of best practice.
• Ensure effective national distribution and supply by maintaining adequate stock cover in all customers
• Effectively manage non performance
• Drive transparency of the talent review process and to invest time, money, and effort to develop our top talent.

Sales Performance

• Monitor and analyse sales performance through market shares data.
• Generate action plans to correct areas of weakness and capitalise on areas of opportunity.
• Reward and recognise good performance and deal efficiently with underperformance.
• Track G2N ratios to ensure we are in line with our plan, unlock gross margin via Net Revenue Management activities

Team Effectiveness

• Maintain the highest standards of effectiveness within the Retail Customer Team

People Leadership

• Coach and develop direct reports.
• Motivate and support the team through appropriate reward and recognition programmes.
• Identifying training and development needs via the regular check-ins.
• Maintain team discipline.
• Foster open an honest style within the team.
• Ensure that all team members act professionally at all times and set the appropriate example.
• Create and encourage an innovative team climate which results in superior performance.
• Demonstrate Values and Expectations-based Leadership and Enterprise thinking
• Deliver a transparent talent review and career succession planning process
• Drive commercial understanding across Sales, Marketing, Finance, Global Support Functions and Value Chain
• Use our values and expectations to drive actions and decisions, role model values and expectations

Innovation

• Identify new business opportunities which will have a positive effect on the region and the company.
• Use all available data to maximise sales within each area.
• Initiate ideas and concepts that will drive the sales.
• Delegate appropriately.
• Embed Global toolkits from Commercial Execution program

Corporate Governance

• In-depth knowledge of products.
• Understands and abides by GSK policies and procedures.
• Conducts Management Monitoring
• Communicates effectively with senior management, peers, marketing and other departments
• Is a respected individual with GSK customers and staff.
• Use our values and expectations to drive actions and decisions, role model values and expectations
• Embeds the five key attributes of the organization – Consumer & Customer obsessed, agilty, growth mindset, execution powerhouse and digital, data and analytics at the core.

As part of the SA Consumer Healthcare Leadershp Team, provide input into the overall leading of the Consumer Healthcare business in South & Southern Africa.

Qualifications

• A university degree.
• 5 - 10 years Customer management/ Sales management/ Customer marketing experience with at least 4 of those in a senior position.
• Good communication and interpersonal skills.
• Analytical skills.
• Numeracy and finance skills.
• Strong commercial understanding / experience.
• People management experience

Knowledge
Job Factors:

• Professional selling skills
• Product knowledge
• Territory & Customer management skills
• People management skills
• Prospecting skills - Sound knowledge of S.A.’s F.M.C.G. trading environment from a field sales, national account and a expert selling perspective.
• Partnership building skills.
• Negotiation skills
• Presentation/communication skills.
• Analytical skills - an ability to analyse industry competitors through use of available data.
• Net Revenue Management skills across 5 pillars
• A thorough knowledge and understanding of GSK’s corporate policies and procedures.