Commercial Trade Channel Head, Cluster LSP

hace 2 semanas

Santiago, Metropolitana, Chile GlaxoSmithKline A tiempo completo
Site Name: Chile - Santiago Metropolitan Region - Santiago
Posted Date: Jan 15 2025

Responsible for the strategies and commercial management for the Trade and Tender channels of the product portfolio in General Medicines, Specialties, Vaccines, and HIV at Cluster Level.

Lead the Commercial team in Chile, Peru, and Ecuador, as well as define the commercial strategies that ensure the achievement of net sales objectives, while also ensuring the distribution and access of products in our business areas.

Coordinate with the Commercial Managers to design and implement strategies (Commercial and Financial) for Commercial Channels, Pharmacy Chains, Wholesalers, Private Institutions, Vaccination Centers, and Public Institutions in the markets, ensuring the follow-up and development of commercial activities. Seek synergies and continuous improvements in the Commercial area in a cross-functional manner for the cluster.

Your Responsibilities:

  1. Lead the commercial area: sales and trade marketing (Key Account Manager, Vendor Managed Inventory, Business Intelligence, and trade) ensuring a work environment that focuses on proactivity, recognition, achievement of objectives, and expectations of GSK, always adhering to the values of GSK.
  2. Lead and plan the commercial strategy with each of the direct and indirect distribution channels that market GSK Pharma products to ensure the achievement of the annual sales plan.
  3. In conjunction with the marketing and finance team, define the positioning and pricing strategies for the brands and products.
  4. Plan, along with the rest of the management team, the short, medium, and long-term internal processes of GSK to identify areas for improvement and ensure the proper functioning of the departments and the company (Quality, Supply, Finance, Marketing, Commercial Excellence etc.).
  5. Define the use of gross-to-net budgets and operational expenditures for selling to ensure their efficient use while adhering to the provided budget.
  6. Monitor the financial indicators in the channel such as gross-to-net, gross profit, days of inventory, and gross margin.

Why you?

Basic Qualifications:

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

  1. Bachelor's degree in Sales, Marketing or Business Management, Health Care or equivalent.
  2. Proven experience in commercial trade, sales and market access roles, with at least 3 years leading high-performance teams.
  3. Experience in data analysis and making decisions based on information.
  4. High ability to lead, role-modeling capabilities to deliver cross-functional projects within high complexity environments.
  5. Negotiation and relationship-building skills with key accounts and partners.
  6. Business mindset to drive and deliver cross-functional projects with high complexity.
  7. Strong understanding of the trade channel dynamics and retail market trends.
  8. English proficiency: Advanced.

Preferred Qualifications:

  1. Master's Degree in sales, marketing or equivalent preferred.
  2. Strong project management skills.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it's also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

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