Job Vacancies at GlaxoSmithKline

Job description

Qualifications

Basic qualifications:

• Matric
• Tertiary education with relevant business degree/diploma (ie) B. Comm or Sales and Marketing Diploma ie. IMM.
• Computer Literate in Excel, PowerPoint, Word, Outlook

Knowledge:

• Proven selling experience of at least 3 years within either field sales and national account management.
• Comprehensive knowledge of the FMCG environment,
• An appreciation for the use & application of various data sources such as AC Nielsen, Aztec and cost-to serve models.
• An understanding of sales, marketing, forecasting and finance principles and processes.
• Strong product knowledge of both competitor and GSK brands.
• Experience in the management of pricing and promotions in a cross category environment.
• Ability to influence & forge strategic partnerships with customers.
• Must have experience in Massmart account.

Business Acumen

• Be able to read financial statement
• Reading and analyzing market trends.

Job Purpose

To lead the commercial growth agenda for Organised Wholesale by developing, implementing & managing sustainable trading and category strategies; to ensure delivery of budgeted sales, profit and customer investment objectives in-line with company policies and procedures.

Scope

Reporting Structure : This position will report directly into the National Account Manager – Organised Wholesale.

Region: National (South Africa and Export markets)

Supervisory : Co-ordination of an extended team including Customer Marketing, Finance, Supply Chain, Customer Services, Marketing and Sales Operations (both internal team and 3rd party sales & merchandising partners in each region).

• Sales
• Accounts are Makro, Jumbo and CBW
• Responsible for delivering gross sales of R220m.
• Manage full P&L responsibility to deliver profit of R132m.
• Customer Co-Op Investment to be determined in customer plans.
• Achievement of numeric distribution targets determined by channel & brand team.

Essential Job Responsibilities

• Annually develop and implement a comprehensive account plan that aligns the customer’s requirements with GSK’s strategic priorities to deliver on set account, channel & brand KPI’s.
• Analyse, compile and review performance of account plan incorporating competitor, category & shopper dynamics. Identifying any risks or issues and implementing corrective actions where appropriate in order to deliver maximum sales and profit.
• Drive trading, category, space and discounts management in line with the channel & account plan.
• Responsible for delivering the annual trading profit through the effective financial management of the agreed pricing policy, control of promotional and trade investment against sales revenue achieved.
• Negotiate and control the implementation and payment of the national trading terms agreed upon with the National buyers to ensure all the agreed elements are being adhered to in order to deliver maximum profits and sales.
• Develop, negotiate, implement and control the promotional strategy which maximizes the effectiveness and efficiency of investment budget; completing pre & post evaluations of Return on Investment of all national & regional account promotions using the Promotional Evaluation Tool to ensure maximum commercial effectiveness.
• Jointly lead with Activation Managers, category opportunities or initiatives across OTC, OHC & NUTS to improve GSK’s brand activation within the account against the key Point-Of-Purchase drivers.
• Lead continual development of multi-functional contact strategy in order to broaden both the breadth of contact including buying, supply chain, category, marketing and the depth of contact base.
• Lead to ensure field sales alignment & execution of the strategic account plan.

Skills/Competencies

• Strong commercial acumen
• Strategic planning and organizing skills
• Strong executional focus
• Comprehensive inter-personal and communication skills
• Problem/Solution approach to issue management & conflict resolution
• Excellent selling, influencing & negotiation skills
• Clearly demonstrates high levels of personal drive & proactively.
• Able to lead & motivate diverse cross functional team.
• Strong project management skills.

Complexity

• Managing a wide portfolio of products; more than 15 brands across 3 therapeutic areas.
• Develop and manage multiple customer relationships across buying, merchandising, category, marketing, supply chain, export, divisional operations teams and senior management within the Channel.
• Responsible for monitoring the performance of account both nationally, regionally and across formats & export, to ensure that sales targets are being met and objectives are being achieved. This will require analyzing sales data from various sources like Cognos, AC Nielsen and Aztec.
• Ability to work in an internal matrix environment with the Traditional Trade Channel team, Marketing, Customer Marketing, Sales Operations, Finance, Supply Chain, Customer Services and 3rd Party Sales teams, to ensure all opportunities are capitalized on.
• High level of influencing skills required to drive category opportunities both with internal & external stakeholders.
• Ensure that business opportunities are correctly prioritized in terms of growth potential, synergy with GSK strategy, investment needs and those resources are allocated accordingly.
• Independent Thinking
• Annual facilitate the evaluation and recommendation of new channel & business opportunities with respective National Account Manager and Channel Manager.
• Jointly identify with National Account Manager and Customer Marketing category opportunities that unlock growth against the key POP drivers.
• The position requires that Policies, Company Procedures and Parameters are adhered to and understood. The position however does allow sufficient authority for decisions to be made.
• Position requires a self starter that motivates strong team support by leading by example, initiating ideas and concepts around the resources that are available, in order to drive the business and achieve expected results.

Responsibility

• Ensure timeous implementation and management of Account Plan with proper forward planning. Providing relevant feedback on account performance to National Account Manager.
• Provide accurate monthly forecasts by sku.
• Accurately capture all monthly trade investment accruals, expenditures and recons – aligning with National Account Manager and Finance.
• Jointly manage and implement category management initiatives with National Account Manager and Customer Marketing.
• Ensure that various brand strategies and distribution objectives are being met.
• Align key stakeholders on account plan and quarterly activity
• Annual Strategic Planning
• Develop annual account plan objectives & strategies that underpin the overall channel & brand plans.

Provide insight into the annual Traditional Trade Channel plan.

go to method of application »

Job description

Basic Qualifications

• MBBS with Post Graduate qualification in pediatrics/ microbiology/pharmacology or public health research experience.
• Research experience ideally in paediatrics, immunology, epidemiology/ infectious disease or public health
• Excellent written and oral communication skills in English, local language
• Experience of presenting scientific topics at different settings
• A sound understanding of the principle and practice of ICH-GCP and internal SOPs.
• Experience in the conduct and medical monitoring of clinical studies.
• Well- demonstrated ability to understand scientific methods and experimental design.

Details

Preferred qualifications:

Job Purpose

Improving accessibility to GSK vaccines in South and Southern Africa

Scope

• Understanding of SA & SnA demographics, Health care delivery systems (Public, Private, Insurance, Autonomous Institutions), Immunization Program (vaccination schedule, AEFI, cold chain, New vaccine introduction, etc), National Programs associated with Vaccine Preventable Diseases
• Clarity in concepts of Epidemiology, Health Economics and Clinical Research/Trials
• Knowledge of relevant Health related Professional Societies within sub region
• Updated on guidance from Regional WHO, NRAs, State Health Department; etc
• Understanding of Regional / National epidemiological profile of current / future vaccine preventable diseases like Rotavirus Diarrhea; Pneumonia; Hepatitis A; Varicella; Pertussis; Meningitis; Rabies; Cervical Cancer; Dengue; Malaria; Tuberculosis; etc
• Knowledge of ‘Who’s who’ (experts / Institutions) conducting or have potential to conduct epidemiological / clinical research

Essential Job Responsibilities

• Medical Affairs
• Provide scientific and technical expertise of the highest standards for local medical information, including interactions with Key External Experts (KEEs) and Key Opinion Leaders (KOLs)
• Provide medical and scientific input and information for business strategy for SA & SnA region
• Develop and sustain credible networking with appropriate Health Care Practitioners (HCP)
• Plan, facilitate and conduct CMEs, symposia, trainings, workshops, scientific meetings, speakers tours, and other product specific campaigns and deliver scientific presentations with consistent messages for key products at these meetings, as required.
• Support and deliver scientific presentations with consistent “on label” messages at Standalone Promotional Meetings (SPM) planned by Business colleagues.
• Understand principles of, and support Scientific Engagement (SE) activities as per Medical Plans. Have clarity in understanding on Scientific Engagements and Promotional Code
• Become an expert in at least 2 vaccine preventable diseases where GSK have brands and support all associated activities related to those brands
• Be updated on scientific knowledge on vaccine preventable diseases; GSK vaccines and its PI to ensure its ‘On Label’ communications on various platforms
• Review and approve promotional, non-promotional and training materials in compliance with GSK policies and local regulations.
• Support in feasibility assessment of potential research sites, develop concept notes, proposals, budgets, data collection and monitoring tools for field studies.
• Provide medical inputs into development and execution of brand strategy
• Provide prompt and substantiated medical information responses to medical queries.
• Provide marketing with new scientific information on products, competitors, opportunities and/or therapeutic areas for possible incorporation into promotional materials
• Clinical R&D Activities: Support in study planning, protocol review, site feasibility, regulatory approvals; medical monitoring and publications as deemed appropriate, of clinical studies on vaccines phase I – IV and PMS in studies sponsored by GSK. Be prepared to take up Local Medical Monitoring roles as required across SSA.
• Pharmacovigilance: Support Named Safety contact in strengthening of Vaccine Pharmacovigilance; ensure self learning so as to take up the role of NSC / Back up NSC in future as need be.

General Competencies

• Keep up to date with new developments
• Ability to both provide and receive constructive feedback
• Build and maintain relationships with colleagues
• Share knowledge with other team members
• Work as part of a team to reach common goals
• Deliver creative ideas for continuous improvement
• Develop good relationships with key opinion leaders
• Help realize the full medical value of prescription drugs