Commercial Excellence Director GSK Saudi Arabia is committed to supporting Vision 2030 and the Saudi Arabian National Agenda including Saudization in line with the hiring and the training and development of Saudi National capability. Location: Jeddah Job Purpose Drive commercial excellence in market and enable customer facing teams to sell more, spend less and gain share. The role will ensure GSK will become an execution powerhouse. To facilitate the KSA transition to our new business model in which our medical field force is recognized and rewarded based on qualitative KPIs. Drive commercial excellence to support agreed priorities, strategies, and initiatives to embed excellence in frontline execution through sales and marketing engagement. Formulate strategy to achieve optimum utilization of sales force resource and drive sales performance. Establish the conceptual foundation among Sales and Marketing teams to implement effectiveness tools/programs to unlock the business potential and have a world class sales and marketing organization Lead Sales Force Training Development, Alternative Channels Digital Marketing and Sales Marketing Effectiveness functions Manage and lead the Omni Channel team within GSK, overseeing the development and execution of strategies This position will report to the General Manager. Your Key Responsibilities This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following… Key Responsibilities Core Responsibilities: Ensure consistent, effective and efficient commercial processes by Matching world-class Brand Building and Market Building practices from the Centre of Excellence and Hubs, with world class implementation in KSA LOC. Designing and implementing "state of the art" commercial practices and behaviors, through platform programs such as Marketing Excellence, Market Research Excellence and Sales Excellence Building and managing optimal cost- efficient commercial processes across sales and marketing to: Strengthen focus and simplification. Improve resource allocation and decision making to drive growth Improve sales marketing competencies and synergies Improve commercial planning for the entire organization Sales and marketing effectiveness, performance and development Initiate, implement and supervise multi-level, cross-departmental projects across the GSK KSA, to continuously upgrade the work standards of the sales and marketing teams and ensure the highest quality of interactions with the customers Regularly monitor Sales and Marketing working standards in order to identify the potential areas for improvement and plan quick and effective remedial actions Ensure continuous development and performance improvement, of the Sales and marketing teams through the use of the available training packages, as well as development, implementation and support of new tools and processes delivered by the Commercial Centre of Excellence Management of Sales Training function to ensure best in class field force. Embed multi-channel marketing capabilities to enable innovative HCP engagement activities aligned to our new business model. Commercial planning and market research Market analysis and market research Sales force targeting and incentives Company performance tracking Sales force management system and process (targeting, call planning, call reporting, …) Team leadership Demonstrates behavior aligned with GSK Leadership Expectations Ensures that team members have clear goals that support LOC objectives and organization mission and are held accountable to them Identifies personal development needs of the team members and provides them with guidance and support in order to create strong and empowered team and sound succession plans. Embeds a coaching culture to enable continuous learning Drive GSK values based behavior decision making within the team Lead in market trade analytics and insights Own all local processes of sales analytics support Use market insights to maximize opportunities for growth through distribution, pricing, placement and visibility improvement; set targets and track performance and formulate proposals to course correct if required. Support Commercial Capability development for People, Process and Systems Is partner for Area ComEx for Capability development plans and JCPs initiatives Endorse central initiatives (trainings, systems, process) delivered by central teams and work closely with area team in identifying needs based on assessment outcomes Ensure robust program of capability development and high quality development plans Support Talent and diversity agenda across the organization Lead and develop omni channel initiatives: Manage and lead the Omni Channel team within GSK, overseeing the development and execution of strategies. Collaborate closely with cross-functional departments including sales, marketing, medical affairs, and customer service at GSK to ensure seamless integration and alignment of omni-channel initiatives. Provide guidance to the team in utilizing insights and data analysis to identify opportunities for enhancing customer engagement and optimizing the omni-channel experience at GSK. Define clear and measurable key performance indicators (KPIs) to assess the effectiveness of omni-channel efforts at GSK, regularly reporting progress and insights. Supervise the planning and execution of omni-channel campaigns, educational initiatives, and other customer-centric activities at GSK. Work in tandem with IT and digital teams at GSK to ensure the successful implementation and functionality of technology platforms supporting the omni-channel strategy. Foster a culture of compliance within the team at GSK, ensuring that all omni-channel activities adhere to industry regulations and guidelines. Build and nurture strong relationships with key internal stakeholders at GSK, cultivating support for omni-channel projects and securing the necessary resources to drive success. Provide leadership and subject matter expertise on omni-channel trends, guiding the team at GSK in adapting strategies to evolving market dynamics and customer behaviors. . Why you? Basic Qualifications: We are looking for professionals with these required skills to achieve our goals: Bachelor’s degree in business management, or related discipline, MBA preferred Minimum of 5 years in Senior Management role in the pharmaceutical industry Professional commercial experience earned at different disciplines preferably in both sales and marketing management Must have strong team management experience within a similar sized organisation Strong analytical thinking and problem solving skills Proven track record of successful team leadership Ability to work in a matrix of multi-functional teams both commercial and non-commercial Experience in working cross functionally and across business units to develop strategy and implementation plans Ability to work well with senior in-country management and Business Unit Directors to drive agenda, reach investment agreement and achieve follow through with all parties on committed actions Excellent project management and communication skills Commercial understanding and drive: including demonstrable business analytics Change management leadership with a particular focus on capability building and embedding the knowledge in the business Governance expertise Strategic understanding and planning Excellent networking skills and proven cultural adaptability High ethical and Integrity standards Preferred Qualifications: Post graduate degree. Master’s Degree is a plus but not required. Essential Skills and Abilities: Candidate must be fluent in spoken written English Arabic. Candidate should be self-driven, requiring minimal supervision for day-to-day tasks. Result oriented. Analytical and strategic mindset. Influential leadership. Relationship building. Degree of change uncertainty management. Flexible thinking. Enable and drive change. Why GSK? Why Us? GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organization where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to positively impact the health of 2.5 billion people by the end of 2030. Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a workplace where everyone can feel a sense of belonging and thrive as set out in our Equal and Inclusive Treatment of Employees policy. We’re committed to being more proactive at all levels so that our workforce reflects the communities we work and hire in, and our GSK leadership reflects our GSK workforce. Contact information: You may apply for this position online by selecting the Apply now button. Important notice to Employment businesses/ Agencies GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site. We are a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to impact the health of 2.5 billion people around the world in the next 10 years. Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together. Find out more on our career site.