Job Title : Professional Sales Representative
Reports to : First Line Sales Leader
Job Creation Date : June 2016
Business Level 1 : Responsible for territory management & performance achievement - Pharmaceuticals
Business Level 2 : Global
Business Level 3 : Global
Job Purpose and Key Responsibilities :
Why job exists / what it must achieve
To drive performance of your territory through face-to-face and multi-channel selling and to establish GSK as the customer’s key partner and advisor by making relevant recommendations supported by scientific knowledge which are aligned to the customer’s patient types and needs.
Continuously builds knowledge of GSK multi-channel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours
Understands GSK and competitor’s brands features and benefits and applies knowledge effectively in their PFSS and multi-channel selling approach
Builds a comprehensive disease and pathology knowledge and leverages it with customers to support decision making
Has strong understanding of treatment guidelines and patient profiles and leverages them to build credibility with customers
Uses multiple data sources to analyse and review territory performance dynamics (including competitor performance) identifying territory trends and opportunities for GSK
Builds territory insights that capture opportunities and drive decision making, including the selection and prioritization of customer targets and the development of robust territory coverage call plans
Develop, based on customer insights, multi-channel business plans with strategically aligned ASMART objectives, strategies and tactical activities that deliver business objectives
Implements multi-channel business plans, uses KPIs to track performance and adjust plans where required
Effectively engages with customers through a PFSS selling approach or multi-channel selling approach and is proficient in using appropriate multi-channel selling platforms aligned to customer preferences
Actively prepares for, and executes the PFSS selling approach uncovering opportunities, making recommendations aligned to patient and customer needs, addressing objections and effectively closing
Regularly measures sales call performance and seeks FLSL feedback to continuously improve
Builds collaborative internal and external relationships that enhance the customer journey, channels customer feedback into the wider organisation and proactively delivers efficient and effective sales administration
In all areas, demonstrate understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectations
Primary deliverables of role;
Achievement of local identified business objectives and measures to enhance the Territory performance, efficiency and effectiveness.
e.g. customer coverage, call rate, business planning)
Successful completion of all required Online Learning modules through GSK LMS system My Learning
Operates effectively and efficiently through the multi-channel environment, leading with science
Expense and sample budget management
Business planning and execution
Patient focused scientific selling
Product and disease knowledge and expertise
Personal development planning in the spirit of continuous improvement
Implementation and adherence to all GSK activities aligned to GSK vision, expectations, values and code of conduct
Competencies : (Expertise and Execution)
Indicate technical and business skills, knowledge and education required to perform the role; separate by basic and preferred
Basic Requirements :
Critical / essential to accomplish the role
Tertiary Education preferably within life sciences
Business planning & execution
Influence, impact and convince others
Adaptability to change
Team player / worker
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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