Job Vacancies at Gilead Sciences

Job Description

In this role you will be one of the key contributors in our Liver Disease franchise, coordinating sales to the Government as well as managing Key Accounts. Our Sales Managers and sales teams across all our existing therapy areas are enthusiastic about our patient-centric approach and expert in discussing and explaining the characteristics and benefits of our treatment(s) in a highly scientific and dynamic healthcare environment.

In this position you will report to General Manager.

Specific Job Requirements:

• Coordinate sales to the Government.
• Develop and initiate strategies that create new business and build Key Accounts.
• Build and maintain strong, long-term relationships with key decision-makers and stakeholders within the Key Accounts.
• Co-ordinate business planning with input and liaison with other relevant managers and functional departments.
• Co-ordinate market analysis and sales data interpret and act on this accordingly.
• Monitor market trends, competitor activities, and industry developments to identify new business opportunities and stay ahead of the competition.
• Utilize high level of business acumen in analyzing and coordinating activities from identified industry trends, competitor’s resources, and practices.
• Direct planning and promotional activities within the area of geographic or therapeutic responsibility.
• Analyze complex problems and situations and provides logical recommendations and lead any required action planning.
• Set priorities in circumstances of continued complex and conflicting requirements.
• Establish strong working relationships with key opinion leaders locally and nationally.
• Take a lead role in representing company at professional events and promotes company products at such events as appropriate.
• Work with other internal functional departments, in some circumstances this may include global functional departments.
• Organize sales initiatives and follow up to ensure their successful completion.

Knowledge, Experience and Skills

Essentials:

• Previous pharmaceutical experience in a Specialist area. Relevant therapeutic area knowledge is preferred, but not mandatory.
• Previous experience in a highly competitive therapy area is required as well as experience in a therapy area with high scientific emphasis. Previous experience with product launches is desired.
• Experience in South Africa Government sales is required.
• Excellent management skills including training, coaching, performance management, planning, prioritization, objective setting, recruitment and selection, meeting management and plan execution.
• Demonstrated ability to adapt quickly to a changing environment, understanding new business opportunities and challenges and adapting plans accordingly.
• Very strong strategically and driving this operationally.
• Excellent verbal, written, interpersonal, and negotiation skills are required in order to provide clear and concise analysis of quantitative and qualitative concepts.
• Very familiar with industry trends and remains current with competitor’s resources and practices.
• Must be able to analyze complex data and put together effective concise reports while meeting all deadlines.
• Demonstrated ability to strategically plan in order to add most value by focusing team efforts effectively.
• Has the ability to maintain / develop and utilize a high level of product and therapeutic disease knowledge to promote the appropriate use of Gilead products to Therapeutic Area Experts.
• Must have excellent analytical skills and be able to identify and understand complex issues and problems and interpret information in a manner that provides appropriate recommendations to Senior Management and Therapeutic Specialists.
• Proven experience in account planning and cross functional account management approach.
• Must be able to travel as dictated by business needs.
• Proficient in working with Microsoft Excel, Power Point and Word.
• Typically requires a BA or BSc degree, preferably in the sciences or business-related disciplines.
• English knowledge, written and spoken at fluent level

Behaviours

• Strong commercial acumen with the ability to deliver in a very competitive environment.
• High level of leadership and ability to motivate teams.
• Resilient profile with the ability to deliver in an ambiguous environment.
• Ability to engage and manage multiple stakeholders to achieve the objective.
• Operational excellence.
• Analytical with systematic approach to prioritization.
• Process orientated to achieve the business objective.
• Strong team player and cross functional approach.
• Curious with learning agility.

Gilead Commercial competencies

• Initiative into Action.
• Strategic approach.
• Communications Impact and influence.
• Customer relationship building.
• Customer and market insights.
• Business analytics.

Gilead Core Values

• Integrity (Doing What’s Right),
• Teamwork (Working Together),
• Excellence (Being Your Best)
• Accountability (Taking Personal Responsibility).
• Inclusion (encouraging diversity).

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Job Description

The Commercial Operations manager is responsible for driving execution of commercial operations, collaborating with marketing, analytics and regional teams to drive commercial operations, sales force effectiveness, onboarding & training strategies and plans, as well developing and maintaining incentive compensation plans and manage sales operations for South Africa.

This role requires a candidate who has strong analytical skills with the ability to process data into relevant business recommendations and then operationalize them to achieve tangible results tailored to South Africa. This position reports to the Executive Director Africa and will be based in Johannesburg, South Africa.

The ideal candidate possesses at minimum these three competencies:

• Strong analytical skills being able to manage incentive compensation, Sales & Market modeling and reporting analysis Capable of leading Sales Force Effectiveness and KPI tracking Coordination of onboarding and Training at local level in specialty care pharma.

Expected deliverables - The responsibilities for this role include, but are not limited to:

• Implement and drive South Africa Sales Force Effectiveness strategy ensure alignment with GPD and ICR. Ensure South Africa is effective in their field force operations by conducting audits, drive CRM utilization and develop selling and coaching capabilities. The candidate will identify potential shortfalls and rapidly deploy tactics to course-correct local performance back towards target(s)
• Oversee the creation and implementation of a clear, concise, and cohesive incentive plan for South Africa, aligned with global
• Oversee the development of training plans, including onboarding and upskilling activities. Ensure South Africa has the tools and support to drive effective selling skills trainings and can measure the success of those initiatives. Deliver curriculum for relevant commercial in market employees to maximize commercial performance
• Coordinate an aligned Digital Strategy with International and ensure implementation with clear KPIs to monitor execution
• Guarantee the delivery of relevant and impactful insights from different sources of information, internal and external (Veeva CRM, IQVIA, Close-Up, Big Data, etc.)
• Ensure that navigation tools (Tableau, Power BI, etc.) are available, address the varying needs of the business and are user-friendly to the Commercial members of the affiliate
• Facilitate Business Intelligence through the democratization of analytics & insights for the different commercial stakeholders
• Bring new ideas, anticipate trends, and support the solutions for the challenges in the markets of actuation
• Drive the launch readiness process for the new products since earlier stages until the hand-over to the business
• Create and deliver timely, impactful analytics & insights and SFE performance metrics
• Align with International Commercial Operations lead the yearly brand plan of action for the affiliate by setting the calendar, incentivizing the discussions among the stakeholders, engaging the cross-functional teams and providing relevant data for the brands´ story flow
• Drive the local budget process from A&I perspective by handling the forecast models, the prescription/sell-out reports and performing predictive analytics
• Propose an annual plan and assure the execution of market research projects (ATU´s, message recall, patient and customer journeys, etc.) providing relevant insights for the business
• Propose new processes & tools to improve data exploitation and interpretation. Research, evaluate and offer new data sources to find meaningful insights and to fill information gaps, including advance analytics
• Chair regular business analytics & insights meetings with the brand teams and translate business needs into technical solutions
• Manage teams by example and always looking for continuous development when having direct reports and/or in specific projects
• Partner with Regional and Global teams to replicate and share best practices related to Analytics & Insights and Sales Force Effectiveness
• Support and ensure flawless implementation of Global initiatives in local country
• Coordinate business reviews, forecasts and LEs, by developing clear expectations, infrastructure for tracking, monitoring and ensuring global-to-local alignment, cross-functionally. Ensure alignment between finance, business analytics and commercial.
• Assesses local structures and resources to optimize efficiency and effectiveness & makes recommendations for additional synergies

Basic Qualifications

• Bachelor’s degree plus 5 years in Pharma Commercial Operations and/or analytics roles
• Demonstrated ability to collaborate with global and regional teams to collect markets inputs into strategy development and support local implementation of global strategy
• Ability to lead by example, attract and develop talent and foster a culture of collaboration and open communication
• Excellent verbal / written communication and presentation skills
• Demonstrated experience in leading a high performing cross-functional or commercial operations function within the biotechnology / pharma industry and preferably within the hematology / oncology
• Demonstrates strong analytical and problem-solving skills. Must be able to think critically and be comfortable making assumptions when data or information is incomplete or conflicting.
• Excellent project management skills, highly focused on implementation and achievement of tangible results
• Curious and eager to learn proactively about various therapeutic areas, epidemiology, and stay up to date on country’s economic and healthcare trends
• Strong team player with experience working in international settings. Demonstrates cultural agility and adaptability in a changing environment
• Creative and open-minded individual who fosters an environment in which sharing of ideas is encouraged
• Outstanding knowledge of pharmaceutical industry data sources and providers (IQVIA, Close-Up, Veeva, Datasus, etc.) and using several business intelligence tools (i.e. Tableau, Power BI Cognos, etc.)
• Experience in the definition/creation of KPIs to measure digital initiatives, including social media projects
• Proven experience in the launch of new products and indications, preferably in hospital segments

Preferred Qualifications

• Degree in Business Administration, Engineering, IT, Human Sciences or other related
• MBA or Post-graduation, preferably in Business Administration or Marketing
• Understanding of the high specialty landscape and the business
• 5+ years of experience leading A&I and SFE areas in pharmaceutical/healthcare segment, especially in specialties therapeutic areas. Desirable experience in leading launch readiness processes
• Management of Microsoft Office packages, Advanced Excel, Statistical tools, CRM tools, Information Cubes, Tableau / Power BI