Jobs at GSK

The key purpose of this role is to support the Global Commercial Sustainability Lead in the development of competitive, credible company commercial sustainability strategies and targets and turn them into plans, projects and actions to deliver CH Sustainability through category, brand and customer efforts.

This role will require working collaboratively with the CH Sustainability and extended Team, multiple commercial stakeholders, business functions and external partners. This role will therefore require complex stakeholder management and there may be specific projects that will be led by this role whereas in the case of some others, this role will partner and contribute.

The Role Is Accountable For

• Providing strategic input, representing a view across Commercial Excellence and Marketing in order to develop a Commercial Sustainability Plan that is designed to embed sustainability in the commercial organisation, and which ensures that our sustainability efforts come to life through our brands, categories and customer partnerships.
• Leading key projects in line with the Commercial Sustainability Plan
• Strong cross-functional partnership with relevant commercial stakeholders and influence to drive the delivery of Sustainability action plans across the business and by category. These plans will be owned and executed by the regional, market and category teams and informed by the global company sustainability strategy.
• Contributing to the continuous building of the Commerical Sustainability Capability Plan
• Leading Content Development for -, executing and embedding key CH Commercial Sustainability capability and knowledge building initiatives to assure rapid delivery of the CH sustainability agenda through categories, brands and customer efforts.
• Input into the GSKCH Strategic Narrative and support the delivery of key content assets that bring the narrative to life
• Support the deployment of the GSKCH Sustainability Strategy across the commercial organisation in line with plan and through key commercial touchpoints

The role will contribute to the facilitation of Commercial Teams selection of business focused and holistic solutions that drive delivery and report back progress to CH Commercial Sustainability Lead.
Key Responsibilities

• Support sustainability strategy development and delivery – translating the headline strategy into a simple narrative, infographic(s) and ‘how to guides’ etc. which can be easily cascaded across the business.
• Work with different parts of the organisation to interpret the strategy for their area and develop plans to act on the strategy & goals – helping them set and prioritise their actions on sustainability whether that is by brand, category, region, area, local country or a key channel or customer
• Help brands and lead design markets to develop their purpose into action plans and execute these brilliantly in key markets and with key customers
• Input and contribute to the commercial roadmap development for the Consumer Healthcare Sustainability team, defining and getting alignment from key commercial partners on clear commercial roadmap of must win areas, including enablers, also informed by input from the Future Business Sustainability CH lead, design, marketing edge and commercial excellence.
• Work with customer teams to develop plans to drive growth through sustainability – acting on key consumer, shopper trends and on sustainability needs and wants.
• Build capability in Marketing, R&D and Customer teams in Sustainability – equipping teams with the knowledge, tools, processes needed to leverage sustainability as a lever for growth. Find ways to ‘bake in’ sustainability to how we do business, so that it becomes a natural part of how we develop category, brand, region, area, customer growth plans
• Support the delivery of the Sustainability Community of Practice Initiative

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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.