Director, Field Business Enablement

GSK

1d•Onsite

About The Position

The Director of Field Business Enablement is a leader that accelerates the performance of the Sales teams by overseeing a range of responsibilities that strengthen field execution with headquarter support. The Director leads a team of Field Business Partners (FBPs) who are subject matter experts in their region and customer segments and are collaborative partners with the Field Vice Presidents (FVPs). The Director shapes the team’s development, regional planning, execution and sharing of best practices on a range of topics including business planning, capability building, field analytics, coaching and tools adoption, among others. The role also partners closely with key HQ teams, incl. Marketing, I&A, Digital/Data/Tech, Trade and others, to ensure the field needs are considered with early input in the design of strategies and execution plans. The Director reports to the Head of Commercial Enablement and collaborates closely with the Sales Leadership team.

Requirements

Bachelor’s degree
Minimum 5 years of biopharmaceutical experience
2+ years leading teams directly
Experience leading at least 2 of the following: business planning, training/coaching, field analytics, incentive compensation or other field enablement initiatives in an account based B2B environment
Deep knowledge of vaccines environment and external stakeholders, market levers, and influencers in the Private and Public sector to inform sales strategy (Medicare Part B/D, VFC program, etc.)
Experience developing, executing and measuring success with HCPs, accounts and HS customers

Nice To Haves

MBA or other advanced degree
Breadth of experience in functions that partner with sales teams, e.g. Marketing, Contracting, Trade
Experience in leading matrixed teams and large initiatives
Proven track record in upskilling sales teams or field support teams

Responsibilities

Partner with FVPs to define and ensure strong business plans are in place with objectives and KPIs.
Support the development of Business Reviews with core content & framework to illustrate areas of strong business performance and key opportunities.
Lead the FBPs to identify trends in market/portfolio performance and field team capabilities and escalate common themes to Sales and Commercial Enablement leaders to inform action planning and capabilities programs.
Leverage and share best practices across regions to maximize national performance, e.g. customer planning, territory analytics, coaching approaches, Ways of Working across field teams, among others.
Lead discussions at Sales Leadership team meetings and cross-functional venues to highlight drivers of strong performance and enhancement opportunities.
Identify and champion Sales team needs to advance initiatives with headquarters teams to evolve data, tools, capabilities support, process improvement and marketing content.
Ensure the FBP team represents the field team’s needs on emerging business issues.
Position and develop the FBP team to meet the core role requirements while maximizing individual skills & capabilities in a broad role.
Build a high-performance culture through recruitment, retaining/recognizing top talent and capabilities building.
Establish clear objectives, routine reviews/coaching and performance differentiation.
Provide guidance and career development for the FBP team and key talent in the Sales organization.
Build a pipeline of talent by working with Field and VBU leaders and enterprise-wide teams.
Conduct field visits to inform organizational priorities and help Field leadership evolve their team development and business plans.
Play a key role in informing the evolution of key topics impacting the field teams, e.g. IC plans, alignments & targeting, utilization of remote and flex resources (e.g. Syneos).
Partner with Insights and Analytics, Sales Enablement and Digital/Tech teams to improve data integrity and digital and field enablement tools.
Work closely with HQ leaders for consolidated field and market/segment insights and ad hoc reviews.
Partner with Sales and HR leader to evolve the talent review and development process.
Clearly establish, monitor and manage team performance using KPIs and data-driven insights, ensuring effective execution and timely interventions.
Work with Sales leaders to organize structured business reviews and field performance discussions.
Ensure all CE teams meet GSK’s standards for quality, integrity, and compliance.
Act as a role model for GSK’s values, expectations, and leadership behaviors across internal and external stakeholders.
Drive a culture of innovation, agility, enterprise thinking and digital leadership.
Drive objectives setting, talent reviews and coaching discussions within the team.
Ensure the team completes field visits for a first-hand view into customer and field needs.