Specialty Business Unit Director

Key Responsibilities

• Responsible for setting the vision, defining the Business Unit strategy for Speciality business, ensuring execution of brand and key account plans to achieve ambitious goals
• Leads the BU team members and cross-functional team to deliver a superior patient & customer experience, exceed expectations of key customers, ensuring access and become best-in-class in the areas where we are present
• Develops effective sales & marketing strategies to ensure successful performance and goal achievement, P&L responsibility for the BU
• Acts in compliance with laws, internal regulations, company strategies & GSK’s corporate philosophy and supports GM in achievement of company objectives.
• Accountable for new assets launches and launch acceleration

• Initiates and promotes the development of direct reports by using a defined process
• Promotes cooperative and inclusive ways of working together within the cross-functional BU team and within the LOC leadership team
• Ensures the team lives and executes customer-centricity, defined as listening to customers and meeting their needs to provide customer-centric solutions, also ensures that in the team mindset and outcomes the patient comes first
• Sets targets and objectives for the BU, promotes & monitors achievement and follows up on them, flagging any issues early and adapting tactics as needed
• Coaches, mentors and trains employees and appraises performance within the organization
• In cooperation with HR and the General Manager hires, develops and retains commercial staff (marketing, sales), while developing a best-in-class environment to work in, fostering continuous improvement

• Fully accountable for the local business, including currently marketed products and any future products in this therapy area
• Develops a strategy in close cooperation with cross-functional team members (medical, marketing, sales, market access, business partners etc.)
• Ensures implementation of policies and programs to achieve maximum sales and profit
• Establishes a financial plan including units, sales and expenses in alignment with overall financial planning process and is fully accountable for achieving the forecast
• Prepares brand strategy and marketing plan for the BU brands; develops and coordinates commercial strategies/tactics with specific timelines, budgets and stakeholder responsibilities
• Ensures brands, competition, market dynamics, medical trends and levers of growth are analyzed on a regular basis and develops view on brand issues, market development, competitive positioning, customer segments and needs
• Develops, prepares and executes future launches as per plan with strong support and alignment of cross functional team

• Establishes concept for in-field team and orchestrates different channels in a customer engagement plan, incl. targeting & segmentation
• Responsible for building the account management capabilities of individual SAM, FLSL and BUM as well as the organization, driving value-based key account management as a mindset rather than just a function
• Involves BUM, FLSL, SAM, Product Managers, CTC and customers in developing customer-focused initiatives, projects and material
• Sets Sales Force Effectiveness standards and KPIs, establishes and tracks metrics to factor the outside perspective in (e.g., customer experience) and monitors achievement on regular basis
• Drives cross-functional key account planning and management process in close alignment with Medical and Access.

• Ensures implementation of all truly cross-functional plans for sales and marketing, while working in close collaboration with Medical and Access functions
• Transforms and communicates strategies into implementable tactics and ensures smooth execution through own adult team and cross-functional team members.
• Expands products/markets by innovative commercial programs and high-quality education programs for health care stakeholders

• Identifies, develops and maintains professional relationship with key customers, KOLs and scientific societies,…