Commercial Excellence Lead, Taiwan
GlaxoSmithKline plc
Taipei, Taiwan

Job Responsibilities :

Net Revenue Management

  • Build internal NRM capabilities by deploying the global NRM modules through a mix of approaches self-conducted training, train the trainer, LOC / Regional CE.
  • Assess the overall NRM opportunities with Taiwan LOCs and through internal workshops, derive size of prize, timelines and assign owners for these opportunities and ensure realization.
  • Go-To-Market

  • Continuously assess Go-To-Market Model for Taiwan and develop optimized GTM strategy based on synergies, industry and competition benchmarking and business objectives.
  • Work with Regional Commercial Excellence teams to develop best GTM models and Distributor Management Systems; including SFA (Sales Force Automation) technology.
  • Customer Management

  • Drive best practices around JBPs, Key Account Management and customer engagement plans and drive governance around the agreed ways of working.
  • Work with Regional CE and Shopper teams to collaborate with customers on category management projects.

  • Develop and drive customer / account segmentation / Channel prioritization strategy to prioritize investments in line with category and GSK portfolio footprint.
  • Interface with the Global / Regional KA team to source the key account management tool-kits and content and adapt locally.
  • Sales Force Effectiveness

  • Identify opportunities to drive efficiency and effectiveness in front-line execution on an ongoing basis by improving EDGE metrics (i.
  • e. Effective coverage and Total Lines Sold). In addition, to ensure commercial hygiene trackers improvements over time.

  • Drive annual Segmentation and Targeting exercise for GT and Independent pharmacy channels and align, execute segment-based action plans.
  • In-Store Execution Excellence

  • Drive in store excellence through deployment of Orange Perfect Store and usage of TRAX tool. Act as catalyst and change agent to embed execution excellence in-store by ensuring adoption and improvements in metrics.
  • Define assortment maximization targets by category and based on portfolio prioritization and drive improvements with sales team.
  • Sales Capability Building

  • Deliver the commercial excellence capability building agenda in Taiwan with judicious allocation of time.
  • Focus on getting the basics right. Sales selling steps of salesmen, Personal Journey Plan (PJP), Field Coaching, Negotiation skills, Overcoming objections from customers, etc.

    Preferred Qualifications :

    Strong understanding of Distributor Operations and Commercials

    Being the champion for GTM interventions, the incumbent is expected to :

  • Drive efficiency and effectiveness in the GTM by interventions into GT / Distributor Operations like Field Force Sizing, Call frequency, Distributor Management SOPs, Cost to serve optimization
  • Drive change in GTM model in the country if required to drive effectiveness and meet business objectives
  • Experience of having worked on successful GTM projects & Project planning skills

    To drive GTM interventions the incumbent should be in position to leverage his experience of having worked on large successful GTM projects.

    The learning and experience will help build evaluate various scenarios on GTM, channel management and will help create a structured project execution plan as these interventions could be highly complex in nature.

    The experience will help envisage potential hurdles and risks on the GTM interventions (including legal consultation, compliance, contracting) to ensure there is mitigation plan put in place.

    The experience will help create compelling stories for the all impacted channel partners and field force explaining the business rationale and benefit.

    Key Customer Leadership and Account Management Experience

    The incumbent will be owning and driving the key customer management capability for the area and will be involved in :

  • Key Customer Management Content customization for the markets and deployment to the LOCs.
  • Assessing the Trade Terms for the key customers to drive efficiency (e.g. removal of unconditional terms / non-working discounts).
  • Influence the market channel managers to drive standard process of customer engagement and account planning across markets (e.
  • g. JBP, top-to-top meetings, joint score card, etc)

    The role would require adequate Key Customer and Leadership experience

    Experience in trade / customer / category marketing (added advantage)

    Drive in-store excellence in the Key accounts would entail activities like category management, category branding, primary and secondary shelf execution.

    A category / shopper marketing experience will be an added advantage

    Ownership & Accountability

    The incumbent will need to take ownership and full accountability of the channel management and sales force effectiveness to drive continuous improvement.

  • He / she should set the adequate governance process to keep key stakeholders informed of all the developments and risks on the initiatives.
  • Problem Solving & Innovation

  • The incumbent would be dealing with markets which will have a mix of local as well as international key accounts. The incumbent should be able to assess and customize the key customer toolkits best suited for the markets that provide as an edge over competition.
  • Role would require driving efficiency and effectiveness of our G2N spends in managing the channels. This would require good analytical skills to deconstruct the various spends elements to drive efficiency.
  • The incumbent should question, challenge and inspire markets to look drive evaluation of promotional spends to ensure we invest behind activities that provide healthy return and help meet business objectives.
  • The incumbent would be dealing with complex sales and distribution data. He / she must drive compelling business insights from the data to drive business recommendations around channel management and GTM.
  • The incumbent should be far-sighted in his approach to ensure the long-term interests of the business are protected.
  • The incumbent should benchmark the best channel and GTM practices in the markets and evaluate alternate options before making recommendations.
  • Incumbent should regularly be looking at internal and external performance indicators (SFE metrics e.g. EDGE, Commercial Hygiene Trackers, lapsed stores, market share, weighted distribution) to drive corrective actions through the country channel managers.
  • Interaction with Stakeholders / Ability to inspire and influence cross functional teams and stakeholders (internal & external)

    As part of the role, the incumbent is expected to influence and inspire key stakeholders-

  • Global / EA Key Customer Teams Interface to access to the toolkits, SFE content and best practices
  • Finance function To align at area and LOC level on channel G2N spends budgets, monitoring and governance
  • Country Sales Director / Channel Managers To align them on the channel interventions and channel toolkits
  • Country GMs To paint the bigger picture to the GMs for them to understand the impact of interventions on the P&L; jointly with Finance function.
  • Distributors To positively impact and articulate GSK’s vision and understand key trade trends / issues from distributors during trade visits.
  • Cultural Dimension & Language Proficiency

  • The incumbent will be dealing with Taiwan market with local dialect languages. Job will require influencing and inspiring diverse team of KA channel managers / GT channel managers and will require understanding of the trade environment with a mix of local and international players.
  • The incumbent will be having frequent meetings and discussions with channel partners / distributors and would need to possess the flare to positively impact the relationship while being sensitive to the local culture.
  • The role will be based in Taipei. The candidate should be able to understand and speak fluent Taiwanese Chinese.
  • Our goal is to be one of the world’s most innovative, best performing and trusted healthcare companies. We believe that we all bring something unique to GSK and when we combine our knowledge, experiences and styles together, the impact is incredible.

    Come join our adventure at GSK where you will be inspired to do your best work for our patients and consumers. A place where you can be you, feel good and keep growing.

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