Performance Markets Business Operations Manager, Open to flexible working
As a Business Operations Manager - Performance Markets you will be responsible To provide hands on support to the Commercial Operations Lead and Area SVP on all commercial topics that are not specific to CEP, Vx or SPC. This includes processes in the areas of, Commercial Strategy, Commercial / Account planning, Business Planning, Demand Forecasting, Performance management, commercial capabilities.
This role will provide YOU the opportunity to lead key activities to progress YOUR career. These responsibilities include some of the following:
- Facilitation of monthly processes like MPR, S&OP, Leadership meetings, including follow up and action implementation.
The Business Operation Manager will create a process and standard way of working between cross functional teams at country level and senior area function leads for regular meetings:
- MPRs (Monthly performance Review): this is a monthly meeting to review and discuss internal and external sales performance of each market with leadership team. The candidate will be accountable for setting agenda and coordinating the meeting occurrence in a timely manner. In addition to consolidating inputs from countries a deep dive analysis of the monthly and YTD/YTG performance is expected with identification of main root causes in the case of MPRs. The Business operation manager is expected to follow up on agreed actions and ensure they are completed ahead of deadline.
- S&OP (Sales and Operations planning): Fully understand the CCC (Core Commercial Cycle) processes and way of workings to coordinate these meetings in a monthly basis in collaboration with cross function team (finance, supply, demand, leadership team). This process ensures that supply plans allow us to meet the expected demand for our products to optimise service and profit. The ideal candidate will consolidate the relevant insights from MPRs, review and summarize for EMP leadership team the inputs from country CCCs meetings and discuss with above CCC lead and supply chain team on highlights for the month. After co-leading the agenda and organization of monthly meeting, all follow up actions and escalations should be brought up to the right stakeholders.
- For Leadership meetings, support in coordination, setting agenda and ensure proper IPO is followed. It is expected to follow up on the action and report back with conclusions or next steps.
- Business planning process, timing, execution and follow up.
The business planning cycle with Performance Markets involves a cross functional team with inputs from country team and validation at an above country level to align on the strategy and business ambitions for the year to come for the countries in scope. The ideal candidate will align with regional team on the timings, preferred communication and expectation to ensure a standard way of working with overall EM. After cascading this information to countries regarding expectations and timelines, the candidate will coordinate country specific business planning reviews with Performance Markets leadership team to sign off for the plans as a first step. Based on the aligned strategy, the candidate will organise a second round of sign off with the identified leads to confirm operational plans from which will derive A&P approvals.
- Market visits, preparation, planning and follow up
Support in identifying needs for market visits for above country leadership team. Different types of visits exist: GEMBA (Go and See), Specific country al projects that needs Area SVP or commercial operations heads participation, Sensitive discussions with local authorities, Participating in annual conference... The ideal candidate will not only manage all needed stakeholders to coordinate logistics for the trip with relevant events coordinators but also ensure that pre-work is completed ahead of visits (analysis, market research... as per need). While visits are happening, the candidate needs to coordinate with communication team if specific messaging or cadence of communication is needed to manage local teams' expectations based on the visits type. After visit ensuring that all agreed actions are followed up and reported back to leadership team.
- Strategic analysis, country deep dives and presentation preparations
In addition to monthly preparations for performance reviews of the countries, the ideal candidate will perform deep dive analysis of internal and external lead and lag KPIs to identify gaps or areas of improvement. Then summarize these findings in an understandable and exploitable format in collaboration with Business Intelligence or related function and present back to leadership team. The candidate will also support in preparation of presentations on a regular basis as per the alignment with commercial operations head or for specific events (for example presentation to global and regional teams as per need.)
- Support with implementation of EM projects, implementation tracking and monitoring
For projects deployed from regional level, the candidate will be the accountable project manager for implementation. Project management responsibilities include: drafting project charter to gain alignment with all stakeholders, monitoring implementation via visual performance management tools that need to be created, ensuring that properly identified RACI (Responsible Accountable Consulted Informed) stakeholders are all completing their tasks on a timely manner and under the budget allocated. It is the responsibility of the candidate to identify gaps and help generate solutions to improve process in discussion with local and above country teams. At the end of the project, candidate will perform project closure, AAR and support in putting in place sustainable next steps for long lasting impact of the conducted projects.
- Monitor and support key ComOps processes like:
- Sales Force Effectiveness:
This process ensures that the right Healthcare professional is visited at the right frequency for the right product. In addition to helping clarify aligned KPIs at regional level to the COUNTRYs, the candidate will be an interface with the local teams to escalate any concerns and help coordinate the data tracking, analysis and helping countries remain accountable to their objectives via monthly meetings and monitoring via internal data gathering tools like COMPAS or any new tool that will be deployed by above country teams.
- Selling Excellence:
The ideal candidate will support in the cascade of all capability building activities created by global and regional teams to the COUNTRYs. Again, as a bridge between COUNTRYs and above country teams, the candidate will support in escalations or help in root cause diagnosis and solution generation for gaps in local markets in coordination with Selling Excellence teams.
While deployment of the GSO (Good Selling Outcome) journey, the candidate is expected to provide support when needed to regional team and analyse results to ensure
- Customer Engagement:
Ensure that the yearly target setting for digital channels is completed with all COUNTRYs in coordination with Business Intelligence Team and in alignment with regional Emerging Markets teams. Support in ensuring that ideal customer journeys are created for HCPs during the operational planning process and support in identifying gaps and generating solutions when needed. Once annual plans and targets aligned, performance should be tracked via monthly meetings as well as monitoring via internal data gathering tools like COMPAS or Power BI
- Digital transformation:
Support the ambition of digital transformation from Multichannel to Omnichannel at regional level. By supporting in deployment of proper channels, leading projects to change behaviours and get buy in from all relevant stakeholders and be a champion of initiatives to drive this change
We are looking for professionals with these required skills to achieve our goals:
- Min 5 to 10 years experience in pharma marketing, sales, commercial planning and / or other commercial roles
- Fluency in English
- People management experience is a plus
- Above the country experience is a plus
- Capable of working across boundries and functional areas
- Excellent oral and written communication skills
- High resilience and agility
- Facilitiation, presentation, problem solving skills (ADP practitioner is a plus)
- Strategic and analytical mindset - story telling
- Full project lifecycle appreciation
- Demonstrable evidence of multi-cultural sensitivity
Closing Date - Wednesday 21st October 2020
Our values and expectations are at the heart of everything we do and form an important part of our culture.
These include Patient focus, Transparency, Respect, Integrity along with Courage, Accountability, Development, and Teamwork. As GSK focuses on our values and expectations and a culture of innovation, performance, and trust, the successful candidate will demonstrate the following capabilities:
Agile and distributed decision-making - using evidence and applying judgement to balance pace, rigour and risk Managing individual and team performance. Committed to delivering high quality results, overcoming challenges, focusing on what matters, execution. Implementing change initiatives and leading change. Sustaining energy and well-being, building resilience in teams. Continuously looking for opportunities to learn, build skills and share learning both internally and externally. Developing people and building a talent pipeline. Translating strategy into action - a compelling narrative, motivating others, setting objectives and delegation. Building strong relationships and collaboration, managing trusted stakeholder relationships internally and externally. Budgeting and forecasting, commercial and financial acumen.
As a company driven by our values of Patient focus, Transparency, Respect and Integrity, we know inclusion and diversity are essential for us to be able to succeed. We want all our colleagues to thrive at GSK bringing their unique experiences, ensuring they feel good and to keep growing their careers. As a candidate for a role, we want you to feel the same way.
As an Equal Opportunity Employer, we are open to all talent. In the US, we also adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class*(*US only).
We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.
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