Selling Excellence Team Lead

Site Name: China - Shanghai - HuangPu District - The Headquarters Building
Posted Date: Nov 8 2019
This is a people manager role with LOC SE managers reporting into this role.

Job Purpose

Partner with LOC/Area commercial leadership teams to align the Emerging Markets Selling Excellence strategy with the LOC/Area priorities. Lead a team of Selling Excellence Managers to ensure execution against plans. Partner with the leadership team and provide expertise to run deep-dive exercises to help diagnose the root-causes & create action plans to enable performance. Develop impactful learning solutions that drive sustained on the job behaviour change, business impact and result in accelerated business performance.

Key Responsibilities

Strategy & Operations

Lead the alignment of the SE strategies and plans with the LOC/Area business priorities and the short- and long-term capability needs Champion collaborative ways of working with LOC/Area business leads and lead the communication and alignment to the SE strategy Ensure that the selling excellence standards are implemented effectively across business units of the LOC/Area Work in a highly collaborative way with the LOC/Area leadership team with a focus on jointly-creating solutions, providing expertise & supporting local LOC/Area experimentation Establish a strong partnership with LOC/Area business leaders and demonstrate a strong understanding of the LOC/Area business challenges and are looked upon as a thought partner by the leaders Drive the team to create the operational plans aligned to the business priorities with cross functional stakeholders and deliver on the agreed priorities Drive & track the implementation of the selling excellence strategy and operational plan using appropriate KRAs, KPIs and scorecards. Report on progress at regular intervals with the leadership team and adjusts based on feedback

Learning & Capability

Champion the use of a wide range of effective qualitative and quantitative techniques, including external perspectives, to gain deep insight into current and future capability needs at all levels of the LOC/Area Design and develop best in class learning solutions that build the required individual and LOC/Area capabilities Use appropriate learning technology solutions to provide on-demand learning assets that put employees in charge of their learning. Contribute to creating a culture of employee owned - manager driven learning culture Drive the team to design and align learning assets, call flows and knowledge questions to the highest standard and aligned with Good Sell Outcome

Drive Performance & Impact

Drive and Track GSO execution in the LOC/Area leveraging sales rep self - evaluation, FLSL evaluation, P2P & STEM / GSO360 data. Drive the team to design and implement GSO improvement plans based on the trends and agreed areas of improvement across business units of the LOC/Area Leverage data to link lead measures to lag measures and based on the trend make improvement plans for commercial execution and enhanced business outcome of the LOC/Area Lead business discussions with commercial leaders linking all GSO activities to business measures (lead to lag) at all levels MR, FLSL, SLSL & BUH across business units of the LOC in an organized and regular interactions Define, measuring and interpreting SE activities impact in relation to the LOC/Area performance objectives or expectations using a range of quantitative and qualitative methodologies

In all areas, demonstrate an understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectations

Accountability:

  • Lead and create an aligned learning strategy leveraging data and plan to drive GSO, agreed and committed to by the leadership team
  • Provide expertise to the LOC/Area leadership team to run deep-dive exercises to help diagnose/root-cause problems & help enable an action plan to enable performance/sales execution
  • Develop impactful learning solutions that drive sustained on the job behaviour change, business impact and result in enhanced GSO
  • Define, measuring and interpreting SE activities impact in relation to the performance objectives or expectations using a range of quantitative and qualitative methodologies
  • Ensure the EM Sales Force Compensation guidance is fit for purpose and implemented effectively in the LOC/Area in line with global guidelines
  • Lead and drive impactful delivery of learning solutions and experiences
  • Manage all learning solution development and deployment within budget
  • Role model personal development planning in the spirit of continuous improvement and personal mastery
  • Implementation and adherence to all GSK activities aligned to GSK vision, expectations, values and code of conduct


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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