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Institutional Business Sales Manager
  • Requisition ID: WD204823
  • Position: Full time
  • Open date: Apr 23, 2019 7:30 AM
  • Functional area: Sales
  • Location:
    , Manila
  • Required degrees: Bachelors
  • Relocation: Not Indicated

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Your Responsibilities:
Job Description Summary-To contribute to the overall management and strategic direction for the Institutional Business by working with our appointed distributors – focusing on sales to experts and hospitals- in the achievement of sales goals and objectives, brand distribution, census of accounts, inventory management and forecasting objectives

Job Description-Key Responsibilities:

–   Practices role model leadership and drives high performance behaviours within the sales team and the wider sales force
–   Leads in the identification and screening of Preferred Dealers in the area; ensures that the Preferred Dealer is aligned with the financial and executional objectives of GSK
–   Leads in the implementation of the GSK policies and processes
–   Leads the assigned area for the implementation of GSK Legal Compliance policies regarding business transactions (Anti-Bribery, etc.)

–   Performs planning and development of programs and promotions to exploit area opportunities
–   Ensures daily implementation of Category Plans with the Preferred Dealer
–   Performs KPI tracking of PD and sales representatives
–   Initiates Customer Business Planning with the Customer
–   Identifies unique opportunities with the Customer and executes the business plan
–   Initiates customer engagement
–   Maps out issues from customers
–   Ensures attainment of revenue and distribution targets
–   Implements Customer and Category plan in the assigned area
–   Monitors execution of PD plans
–   Ensures promotional spending is within budget
–   Facilitates PD claims on a timely basis
–   Holds the PD accountable on the contractual obligations
–   Provides input to the core commercial cycle of GSK,
–   Fully supports the implementation of the Annual Quality Plan as it relates to the responsibilities of the members of the Sales Department.  Takes personal responsibility for knowing and understanding the QMS Policies relevant to his/her role. Strictly adheres to the defined QMS Policies.  Observes Ways of Working consistent with the Company's Quality Management System (QMS).  Attends all relevant QMS Trainings

–   Works with the Third-party sales team in identifying issues and opportunities and making the necessary action plans to close the gaps in the assigned area
–   Sources out market intelligence from various sources – category brand and customer information and able to present to the Sales Director
–   Ensures that Preferred Dealer maintains a pool of well-trained and high-performance sales team

Why You?

Basic qualifications:

– You must have at least 2 years experience in this role or in sales and marketing
– You need to have experience in negotiating and influencing
– You have effective communication skills e.g presentation to stakeholders and quick resolution to issues
– You have knowledge of market dynamics, demographics of the area
– You need to have basic Financial & Marketing management - eg budget and cost

Preferred qualifications:
- Years of relevant experience in this same task

Why GSK?:

Contact information:
You may apply for this position online by selecting the Apply now button.

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