Selling Excellence Lead

2 weeks ago

Klang, Selangor, Malaysia GSK Full time

Site Name:
Malaysia - Petaling Jaya

Posted Date:
Feb 2 2024


Are you energized by a high-profile sales training role that allows you to accelerate sales force effectiveness across the portfolio? If so, this
Selling Excellence Lead role could be an ideal opportunity to explore.

As a
Selling Excellence Lead, you will drive business performance by:

  • Driving Good Selling Outcomes from the field force and effectively challenging sales and marketing execution gaps and opportunities
- implementing appropriate capability building initiatives and learning solutions for the field force at MR and Sales Leader level

This role will provide YOU the opportunity to lead key activities to progress YOUR career.

These responsibilities include some of the following:

Primary deliverables

  • Lead, coach and inspire the team of designated SE Exec/manager to drive and execute department KPIs and on support career development.
  • Engage stakeholders and drive KPIs, sales and marketing execution to improve GSO
  • Assess, evaluate, identify training needs of field force and propose relevant capability building initiatives through active partnership with key stakeholders. Work with therapy area stakeholders to design, develop, and deliver selling skills training programs and assess training outcomes.
  • 50% of days spent on fieldcoaching. This may involve conducting training infield, followed by joint visits with the sales leaders to observe and coach line manager capability.
  • Lead the planning and implementation of sales leaders onboarding programs and sales leaders development programs to drive coaching and team leadership capabilities.
  • Lead and Implementation of above country capability building programs as appropriate to LOC needs.

Scope of work; Impact on strategy and operations/business/people
relationship
Strategy and operations

  • Business Partnering: Establishes a strong partnership with LOC/Area business leaders. Demonstrates a strong understanding of the LOC/Area business landscape, challenges and is seen as a thought partner by the leadership team.
  • Creates operational plans: Translates business priorities into operational plans in collaboration with cross functional stakeholders. Demonstrated project management skills to scope and deliver on the agreed priorities.
  • Tracks and adjusts: Tracks the implementation of the selling excellence strategy and operational plan using appropriate key result areas, key performance indicators and scorecards. Reports on progress at regular intervals and adjusts based on feedback.
Learning and capability

  • Leverages on technology for learning: Uses appropriate learning technology solutions to provide ondemand learning assets that put employees in charge of their learning. Contributes to creating a culture of employee owned manager driven learning culture.
  • Conducts need analysis: Discover and validate learning needs using qualitative and quantitative data at individual, team and LOC level.
Drive performance and impact

  • Improves call effectiveness: Embedding GSO improvement plans. Track GSO execution in LOC leveraging sales rep self evaluation, FLSL evaluation, P2P & STEM / GSO360 data. Create GSO improvement plans based on the trends and agreed areas of improvement with the business.
  • Links lead and lag KPIs: Link Selling Excellence lead measures to lag measures, Leveraging dataenabled decisions to improve commercial execution.
  • Drives business discussions: Drives business discussions linking all GSO activities to business measures (lead to lag) at all levels MR, FLSL, SLSL and BUH in an organized and regular interactions.
  • Evaluates impact: Defines, measures and interprets Selling Excellence activities impact in relation to the organization's performance objectives or expectations using a range of quantitative and qualitative methodologies.
Team management

  • Drives team performance: Leads, coaches and inspires the team members to drive and execute department KPIs.
  • Team development: Supports and coaches team members on short and long term career advancement and aspiration.

_ Why you?_

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

  • Minimum 5 years experience in relevant function or industry, with 2 years of team management experience. Previous Sales Leader Experience will be an advantage
  • University Degree holder, preferably in science related fields

Preferred Qualifications:

If you have the following characteristics and experience, it would be a plus:

  • Engagement and influencing skills
  • Ability to assess and prioritise learning needs
  • Ability to design and develop learning solutions
  • Ability to facilitate Learning
  • Ability to coach to Learning Needs
  • Ability to evaluate outcomes competencies

Knowledge

  • Successful track record in sales
  • Strong presentation and facilitation skills
  • Coaching/Training experience
  • Planning & organisational skills
**Co

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