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Salesforce Effectiveness Manager - Uxbridge, Middelsex

GSK are a science-led global healthcare company with a special purpose: to help people do more, feel better, live longer. We have 3 global businesses that research, develop and manufacture innovative pharmaceutical medicines, vaccines and consumer healthcare products. We aim to bring differentiated, high-quality and needed healthcare products to as many people as possible, with our scientific and technical know-how and talented people. We strive to attract the best people and to create an environment that empowers and inspires.

This is an exciting new role working within the GSK UK Pharma Multi-Channel Marketing and Commercial Effectiveness Directorate.

The purpose of this role is to drive business performance through organisational responsibility for Salesforce Effectiveness through our Veeva CRM system, SFE tools and various available datasets. This will include responsibility for the alignment of the UK with Global programmes for salesforce performance measurement, and leadership of a team of three functional experts to support these ambitions.

This role will report into the Business Insight Director, and will play a key role in supporting the Directorate vision of accelerating data driven multi-channel marketing and sales and commercial excellence.

Key Responsibilities:
Lead and implement Sales Force Effectiveness (SFE) programs and projects to achieve key business objectives including:
• Working with cross functional teams (e.g. Commercial Analytics, Marketing) to deliver salesforce effectiveness benchmarking, segmentation & targeting, activity planning, sizing/structure and KPI reporting
• Deployment and evolution of SFE tools, establishing and driving relevant benchmarks, consulting on business focused dashboards
• UK Pharma accountability for Veeva (CRM), leading the organisation’s strategy in its use to maximize our return from our CRM investment and to ensure that new releases, upgrades and internal changes to Veeva are delivered and successfully embedded
• Strategic and Operational management of our Contract Sales Force Organisations (CSOs) to ensure quality/value for money, including compliance with contractual and governance measures; forward planning of flexible work force demands in line with sales force plan; consulting on ad hoc resourcing requests to support the business
• Delivery of salesforce bonus and incentive schemes across all brands
• Work closely with the commercial business to advise upon and support the review of salesforce field metrics.
• Lead, coach and inspire the UK Pharma Sales Force Effectiveness (SFE) team, seeking opportunities for continuous improvement, simplification, realignment or off-shoring of activities to release energy for the team to focus on the highest value activities to benefit UK Pharma
• Influence Global SFE networks to ensure UK Pharma properly represented during key project/initiative discussions that impact our business.
• Build SFE peer network to optimize effectiveness in role
• Maintain and build a culture of right first time and zero single points of failure for critical SFE processes
• Support and consult on the management and procurement of SFE datasets
• Accountability for the UK Data Warehouse containing customer, sales force activity and secondary data.

Basic qualifications:
• Degree level qualification
• Good understanding of pharmaceutical sales and marketing processes
• Broad commercial experience and insight
• Strong analytical skills, with proven ability to synthesize business questions and deliver solutions to drive improvement in performance
• Excellent influencing and engagement, with ability to engage senior and Global
stakeholders and challenge based on expertise and personal credibility
• Excellent leadership skills, derived from either direct or matrix team leadership in order to define and build capabilities of functional expert teams and individuals

Preferred qualifications:
• Ability to define and shape best practice through looking both internally and externally to GSK
• Self-starter, capable of rapidly building a network of strong relationships
• Familiarity with secondary data sources to measure salesforce effectiveness

How to apply

Please apply by viewing the full job description and clicking the link below.
Closing date for applications: 7th January 2019 

Contact Email :

Web Address :

Date Posted: 4th December 2018

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